Mastering Negotiation and Influence Programme
Develop the judgement and negotiation capability to influence stakeholders, resolve disputes, and shape outcomes in complex agreements.
Avail early enrolment benefit by enrolling before Apr 10, 2026
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Programme Overview
Key Takeaways
Develop the judgement required to navigate complex negotiations:
- Build practical strategies for one-to-one, multi-party, and multi-issue negotiations
- Shift from competitive negotiation tactics to collaborative approaches that create mutual value
- Apply proven methods of influence, persuasion, and conflict resolution in complex negotiations
- Anticipate counterpart behaviour using research-grounded negotiation frameworks
- Strengthen decision-making by recognising cognitive biases and judgement pitfalls
Why ISB Executive Education?
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Programme Highlights
Learner Profiles
- Mid to senior-level professionals handling procurement, sales negotiations, partnerships, and internal decision processes
- Managers responsible for negotiating with clients, vendors, regulators, or cross-functional stakeholders
- Professionals seeking structured frameworks to approach negotiations more strategically
- Mid to senior-level managers responsible for leading teams across functions and balancing competing priorities
- Professionals who must influence stakeholders and build alignment across diverse organisational interests
- Leaders seeking stronger negotiation capability to guide teams toward shared outcomes
- Consultants, lawyers, investment professionals, and advisors negotiating complex deals and agreements
- Entrepreneurs and founders navigating partnerships, contracts, and strategic decisions
- Senior professionals seeking to strengthen influence when negotiating with regulators, vendors, or partners
Class Profile
Learner Stories
"In high-stakes negotiations, having a clear framework is crucial. This programme refined my skill set through well-structured case studies and helped me navigate the finer aspects of negotiation. The diverse cohort discussions truly set the experience apart."
"Learning negotiation by doing was the highlight of the programme. Engaging in negotiations, analysing outcomes, and refining approaches helped me develop a practical strategy that I can apply in real situations."
"Moving into more strategic roles requires aligning stakeholders around shared outcomes. This programme sharpened my understanding of negotiation dynamics and reinforced the importance of crafting agreements that benefit all parties."
Curriculum
The curriculum examines how individuals and groups make decisions and how negotiation outcomes are shaped by behavioural biases, strategic choices, and interpersonal dynamics to strengthen how leaders influence outcomes and lead with clarity.
Module 1: From Heuristics to Clarity: Strengthening Individual Decisions
- Understand different modes of decision-making
- Explore the role of heuristics and intuitive judgement
- Assess information critically to make stronger decisions
- Recognise and avoid common decision-making pitfalls
Module 2: Collaborative Decision-Making for Better Outcomes
- Apply critical thinking effectively in group decisions
- Balance listening with independent judgement
- Leverage team coordination to improve outcomes
Module 3: Two-Party, Distributive Negotiations
- Understand the structure of distributive negotiations and the fixed-pie dynamic
- Apply concepts such as BATNA and reservation price
- Use anchoring and concession strategies to claim value
- Manage impasses and determine when to walk away
Module 4: Multiple-Issue, Advanced Integrative Negotiations
- Distinguish between distributive and integrative negotiation approaches
- Identify trade-offs that enable mutually beneficial agreements
- Apply Pareto efficiency principles to negotiation outcomes
- Use techniques such as MESOs to structure negotiation offers
Module 5: Managing Conflict and Dispute Resolution
- Understand how disputes differ from traditional negotiations
- Diagnose conflicts through interests, rights, and power
- Apply structured approaches to move from confrontation to collaboration
Module 6: Influence without Power: Psychological Tools of Influence
- Understand how framing and reference points shape perceptions
- Apply psychological principles of influence such as reciprocity and social proof
- Strengthen the ability to influence outcomes without relying on authority
Note: Modules and topics are subject to change based on our faculty recommendations to keep the content contextual and relevant to the evolving environment.
What You Will Gain
Certificate
On successful completion of the programme, you will be awarded a programme completion certificate from ISB Executive Education, a formal recognition of your professional development.
Programme Eligibility: Graduate or equivalent diploma qualification (10+2+3) from a recognised university; 5+ years of work experience
ISB Executive Network Benefits
On completing this programme, you will join the ISB Executive Network, a global community of senior executives and entrepreneurs. The benefits include:
Community and Network Access
Participants gain access to the ISB Executive Network LinkedIn group, enabling continued connection with senior leaders and entrepreneurs and fostering meaningful peer engagement and professional exchange.
Professional Support and Engagement
Members retain access to the ISB Executive Education support team via email, ensuring continued assistance and a direct channel for programme-related guidance, updates, and engagement opportunities.
Learning and Knowledge Resources
The Executive Network provides curated newsletters and regular updates designed to support ongoing learning. Members stay informed about insights from faculty and industry experts through knowledge resources shared periodically.
Beyond the Classroom
Participants are eligible to attend masterclasses delivered by ISB faculty and industry leaders and receive fee benefits, including a 5% programme fee benefit on ISB Executive Education programmes and a 10% programme fee benefit on ISB Online programmes.
Programme Faculty
Hemant Kakkar
Associate Professor, Organisational Behaviour, ISB
Founding Associate Schools
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