Mastering Negotiation and Influence
Develop negotiation judgement, influence, and practical frameworks to prepare, communicate, and secure agreements that create mutual value across complex organisational contexts.
I am interested in this programme for
Mar 13 - 15, 2026
3 Days
₹ 1,10,000 + Taxes
Financing options available
On-campus
- Overview
- Programme Highlights
- Is This Programme For You?
- What You Will Gain
- Curriculum
- Faculty
- Testimonials
- FAQs
- Contact Us
Overview
Shifting priorities, diverse stakeholders, and increasingly complex organisational contexts. The Mastering Negotiation and Influence programme helps them move beyond positional bargaining to a more analytical, interest-based approach. It equips participants with frameworks to prepare effectively, communicate with clarity, and build agreements that create mutual value while strengthening long-term relationships.
in India (FT Global MBA Ranking 2025)
in Asia (FT Executive Education Open Ranking 2025)
Programmes delivered
Leaders nurtured
Key Takeaways
The programme equips you to:
- Build practical strategies for one-to-one, multi-party, and multi-issue negotiations
- Shift from competitive to collaborative approaches to create mutual value
- Apply proven methods of influence, persuasion, and conflict resolution
- Anticipate counterpart behaviour using research-backed negotiation frameworks
Intensive Campus Learning
Learn through immersive on-campus sessions that strengthen negotiation technique and real-time decision-making
Diverse Insights
Gain perspectives from peers across functions and industries, enabling richer negotiation practice and deeper learning
Real-world Case Studies
Analyse real-world case studies to understand how negotiation strategies play out in complex, high-stakes environments
Negotiation and Influence Frameworks
Learn practical negotiation and influence frameworks to navigate bias, shape outcomes, and lead with confidence
Is This Programme For You?
This programme is suited for mid–senior executives across functions:
- Professionals in procurement, sales, HR, and those in consulting, law, banking, or entrepreneurship
- Managers leading cross-functional teams toward shared goals
- Executives negotiating with vendors, regulators, and partners
Programme Eligibility: Diploma/Bachelor’s degree (10+2+3/4) or equivalent from a recognised university; Minimum 5 years post-degree work experience.
What You Will Gain
Understand different modes of decision-making and how heuristics shape judgement. Learn to recognise common pitfalls, assess information more carefully, and use conscious thinking to make clearer, better-informed decisions in negotiation contexts.
Explore how collaboration improves decision quality. Learn to apply critical thinking in groups, listen without discounting your viewpoint, and coordinate effectively to reach better outcomes in multi-stakeholder situations.
Examine the structure of distributive negotiation and the concept of the fixed pie. Learn BATNA and reservation price, apply tactics for claiming value, and manage impasses while knowing when to walk away.
Distinguish between distributive and integrative negotiation. Learn to identify trade-offs, create mutual value, apply Pareto efficiency, and use advanced tools such as MESOs to reach more effective agreements.
Ravi Hemdev
Lead - Internal Audit Functions, PwC India
Avantika Modi
Vice-President, CDB Group
Tejas Baldev
Sales Director, Redis
ISB Executive Education programmes are designed for working professionals across career stages who are looking to accelerate their leadership impact, deepen domain expertise, or prepare for broader organisational responsibilities.
Our participants typically include:
- Mid-career professionals seeking functional depth or cross-functional growth
- Senior managers preparing for enterprise-level leadership roles
- CXOs and business owners looking to sharpen strategic thinking and future-ready capabilities
Time commitment varies by programme format and duration. Short-format programmes usually require a few hours per week over several weeks, while long-duration programmes may involve a higher weekly commitment over several months.
The learning experience typically includes:
- Live online sessions and/or in-person classroom sessions
- Asynchronous learning modules and readings
- Faculty-led discussions and case-based learning
- Individual assignments, group projects, and capstones
- Peer learning with a diverse cohort of experienced professionals
Programme fees vary by programme and are listed on the respective programme pages.
Payment options may include:
- One-time full payment
- Instalment plans
- Employer sponsorship or corporate invoicing
Know more about financing options here.
On successful completion of a programme, participants are awarded an official certificate issued by either ISB Executive Education or ISB Online, depending on the programme, recognising their professional development and learning achievement.
- You will receive a digital certificate for each certificate you earn. These can be shared with your organisation, potential employer, schools, or on your social media profile.
- Depending on the programme, you will also receive digital merit badges for each module you complete in your course journey. These digital badges can also be shared on social media to indicate progress.
Note: Certificate eligibility is subject to meeting attendance and assessment requirements specified by each programme.
