Strategic Negotiation Programme

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Date:  September 19-21, 2025
Venue: Shanghai

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Description
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Participants

The programme is suitable for those middle to senior executives who want to become more deft and effective in dealing with more difficult and complex negotiation situations.

Introduction

Negotiation is at the heart of human interaction. Whatever forms it takes, verbally or nonverbally, consciously or unconsciously, people negotiate whenever they interact. How can you get an upper hand in negotiations with more subtle techniques which enable you to observe keenly the ongoing overall situation? This three-day programme offers a set of negotiation strategies, models and tools, telling you how to get to yes, get past no, win, gain an advantage, get leverage and influence or persuade others. These together will change the way you view and conduct virtually every negotiation.

Programme Coverage

  • Competitive Negotiations
  • Collaborative Negotiations
  • Team Negotiations
  • Multiparty Negotiations
  • Negotiation Tactics
  • Common Mistakes in Negotiation
  • Psychological Issues in Negotiation
  • Ethics and Trust in Negotiations

A certificate of completion will be awarded

Programme Fee

Programme Fee includes tuition, case licensing fees, lunches, stationery, other course materials, interpretation and translation fees if required. The full fee must be paid within two weeks upon receipt of the payment notice.. Applications made within 30 days of the start of a programme require immediate payment. CEIBS reserves the right to amend information on this programme including price, discount, date, location, faculty, daily schedule and other details.

Contact Us

Shanghai
Tel: (86 21) 2890 5187
Email: exed@ceibs.edu
Address: 699 Hongfeng Road, Pudong, Shanghai

Beijing
Tel: (86 10) 8296 6688
Email: exed@ceibs.edu
Address: Building 20, Zhongguancun Software Park, 8 Dongbeiwang West Road, Haidian District, Beijing

Shenzhen
Tel: (86 755) 3699 5199
Email: exed@ceibs.edu
Address: 142 Zimao St., Qianhai Cooperation Zone, Shenzhen, P. R. China 518066

LEE, BYRON YEE SING
Associate Professor of Management, CEIBS
 

Programme Objective

The purpose of this programme is to develop participants’ expertise in managing negotiations that occur in various complex business settings. The programme focuses on how most prominent negotiators conduct their negotiations and why they are successful. Drawn from real experience and scientific research, this programme aims at providing each participant with the best and most updated knowledge on the strategic management of effective negotiation.

Programme Benefits

Participants in this programme will:

  • To improve your ability to negotiate in competitive as well as collaborative situations
  • To increase your level of awareness of the negotiation process
  • To become familiar with specific concepts and principles that will enhance your negotiation effectiveness
  • To reflect on your personal style and the impact it has on others

Programme Schedule

Day 1

Morning
  • Competitive Negotiations
  • Negotiation, review and learning points
Afternoon
  • Collaborative Negotiations
  • Preparation, negotiation and review

Day 2

Morning
  • Team Negotiations
  • Preparation, negotiation and review
Afternoon
  • Conflict Style Inventory Questionnaire
  • Negotiation Tactics
  • Ethics and Trust in Negotiations
  • Common Mistakes in Negotiation

Day 3

Morning
  • Multiparty Negotiations
  • Preparation, negotiation and review
Afternoon
  • Psychological Issues in Negotiation
  • Tactical Issues in Negotiation

We reserve the right to adjust the course information (including price, date, location, faculty, course arrangement and other details)

The programme did systematic analysis on negotiation's structure, process and strategy, and it helped me a lot in controlling negotiations from a higher level and as a whole. With visualised cases and open mindset, the professor explained profound knowledge in a simple way. His belief in achieving harmonious development and multi-win through negotiation, together with his spirit of rational speculation, made us gasp in admiration. Doubtlessly, it is very pleasant learning experience.
Charles Chen
General Counsel Asia Pacific
Baxter (China) Medical

 

This programme covers extensive contents. The professor is an excellent lecturer and active moderator. The cases for discussion are practical and realistic. This programme showcases the professor's profound academic knowledge and wealth of real world experience - establishing him as an authoritative figure in the field of negotiations.
Lu Tao
Marketing Department Manager
Yunnan Pharmaceutical Co Ltd

 

The Strategic Negotiation Programme deepened my understanding of negotiation skills. Today (3 months after the programme), the different steps of negotiations and situational exercises I learned during the programme have greatly assisted me in my work. I may add that I enjoyed this lively course. The professor was unbelievably alive and a master of the subject; the perfect translation of English to Chinese was so natural and quick that you forget we used 2 languages. 
Thierry Macquart
Coach of Store Managers
Auchan China Head Office

Teaching Language

 Chinese

Admissions Procedures

Applications are requested at least 30 days before the programme start date. Applications are reviewed as they arrive and admissions are subject to the final confirmation of CEIBS. Any applications received after that date will be considered on the basis of space availability. For more information, please contact our Customer Service Team in Shanghai, Beijing or Shenzhen.

Cancellations

Any cancellation made 30 days or more prior to the programme start date is eligible for a full refund of programme fees paid. However, the expenses arising therefrom shall be for the account of the applicant or his/her employer. Any cancellation made less than 30 days prior to the programme start date shall be subject to a fee of 20 percent of the total programme fee. After the programme starts, no fees shall be refunded for participants who withdraw from the programme for any reason.

Notification

To ensure the continuity of your learning, you are required to make proper arrangements according to the course schedule after receiving your letter of enrollment. We will neither make up lessons for you nor confer you with the certificate of completion if you are absent from the course for personal reasons. CEIBS reserves the right to amend information on this programme including price, discount, date, location, faculty, daily schedule and other details.