Negotiation

Fundamentals

On-demand I N S E A D. E D U

Online
Programmes
P O RT F O L I O 2 0 2 3–2 0 2 4

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 Why choose an INSEAD
on-demand programme?

INSEAD On-demand Learning • Access the full expertise of INSEAD’s world-class faculty
• Set a learning pace that suits you best with flexible completion dates
•M
 aster new ideas and approaches through dynamic and engaging methods, including videos,
quizzes and role-plays
• Gain an official INSEAD certificate upon completion
• Choose when to start or advance your own learning journey with INSEAD Executive Education.

Learning is in your hands.

Progress at your own pace,
from anywhere.

E X E C U T I V E E D U C AT I O N – N E G O T I AT I O N F U N D A M E N TA L S
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 NEGOTIATION FUNDAMENTALS

Build the foundations to become an expert You explore the what of negotiation: how it works in theory,
where to focus and what you need to prepare to be a Participant profile
negotiator
successful negotiator. • Professionals who want to master the fundamentals of • Participants who wish to complete an official Certificate in
Negotiation underpins every aspect of human life. Our ability
negotiations and build a strong foundation, to complement Negotiation with INSEAD.
to collaborate around shared interest or to compete when And you experience the how: how to listen, how to manage
further studies on the subject • Particularly suitable for those working in sales or
necessary, to secure goals, experience belonging or to drive emotions, how to use questions to reduce conflict and build
change – all of this is contingent on our ability to negotiate understanding ,and how to advocate for your objectives in a • Executives who want to increase emotional intelligence, procurement, individuals or teams dealing with high value
with other people, both in our personal and professional lives. way that reduces resistance and drives better outcomes. decision-making, and leadership skills deals, including financial transactions, partnerships or
Negotiation is the one skill that, if improved, can greatly help • Leaders looking to enhance personal collaboration, government.
us navigate our interconnected human condition away from Negotiation Fundamentals accelerates your ability to assertiveness, persuasion, empathy, as well as their ability to
failure and towards success. determine what matters (and what doesn’t), what works (and get things done with and through other people
what doesn’t) and in which contexts; and to identify and deploy
Negotiation Fundamentals is an introduction to the full the strategies that will enhance your negotiating behaviours
negotiation learning path offered by INSEAD Executive and outcomes, and those of other people
Education. The tools and ideas taught are all evidence-based Programme Content Flow
and practice-tested, covering the key negotiation concepts Key benefits The Negotiation Fundamentals fully on-demand learning content is specifically designed to bring a balance of learning, practice
and skills, giving you the grounding to start becoming a
• Master the essentials of evidence-based negotiation and reflections, ensuring optimal learning outcomes. Participants can set a flexible learning pace that best suits them and take the
sophisticated negotiator.
frameworks with practical application programme from anywhere.
Integrating evidence-based concepts and frameworks, • Build your self-awareness as a negotiator to customise your
approach and fully leverage your strengths Participants have access to the programme content for 3 months.
Negotiation Fundamentals offers both the theoretical, cognitive
and strategic dimensions of negotiation and the actionable • Develop the core negotiation skills every negotiator should
takeaways that will help you translate theory into real-world have, but few actually do
practice. • Kick start your journey to a Certificate in Negotiation with
INSEAD Executive Education. RS 1
H
OU

OU
H
4

R
2-
Role-plays:
learning by
practice

E X E C U T I V E E D U C AT I O N – N E G O T I AT I O N F U N D A M E N TA L S
Programme directors Quizzes
& self-reflections:
knowledge
assessment

Roderick Swaab Horacio Falcão

Professor of Management Practice at INSEAD
Professor of Organisational Behaviour & Director of the Negotiation Dynamics
Programme

Eric Luis Uhlmann Video lectures:

concepts
Associate Professor of Organisational Behaviour and skills

4 HOURS

4 www.insead.edu/executive-education/open-online-programmes/negotiation-fundamentals 5
 Your Learning Journey

Module 3
Module 1
How to Compete
Fundamental
and Collaborate Simultaneously
Negotiation Concepts Module 2 Module 4

Interest Bringing
Based Negotiation it All Together

• Learn how to push towards higher value

• Gain a solid understanding of science-based creation processes, craft superior deals,
negotiation knowledge, which involves structure negotiations, and avoid easy
fundamental parameters in every negotiation compromises
• Learn how to improve your

E X E C U T I V E E D U C AT I O N – N E G O T I AT I O N F U N D A M E N TA L S
• Understand how these fundamental parameters • Identify how to prepare for complex negotiation advocacy abilities and
help you design negotiation strategies and • Examine the elements that allow for a choose methods that are more likely
negotiations, learn what you want, and
choose practical moves with a higher likelihood transition from the foundation of bargaining to persuade your counter-parties.
how to make essential trade-offs during
of success to more sophisticated negotiation processes,
negotiations
which enable negotiators to collaborate and
• Discover and understand well-researched moves create superior value • Start to work on your negotiation listening
such as anchoring, the power of first offers, abilities.
the effectiveness of framing offers and how to • Understand more sophisticated and
develop a concession making strategy. challenging aspects of collaborative
negotiations including the difference
between interests vs positions, building
interdependence and trust, and perspective
taking

• In addition to your knowledge, start to

improve your negotiation abilities by learning
how to ask questions well in negotiations.

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 Continue your learning journey to the
INSEAD Online Certificate in Negotiation

6-8 5 4
hours weeks weeks

1 2 3

Negotiation Strategic Advanced

Fundamentals Negotiations Negotiations
Online Online Online
100% On-Demand with live interactions with live interactions

E X E C U T I V E E D U C AT I O N – N E G O T I AT I O N F U N D A M E N TA L S
Learn the basics Expand your ability to address Learn the intricacies and how
of evidence-based negotiation negotiation challenges to successfully negotiate
knowledge with practical with a strategic mindset advanced challenges
application

Complete the 3 programmes within 2 years.

Participants are strongly recommended to complete Negotiation Fundamentals before completing Strategic Negotiations and Advanced Negotiations.
Participants are granted 2 years to complete the full certification from the date of purchase.

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 Become a leader in negotiations by following the journey
to the Advanced Certificate in Negotiation

6-8 3 4
hours days weeks

1 2 3

Negotiation Negotiation Advanced

Fundamentals Dynamics Negotiations
Online On-campus Online
100% On-Demand with live interactions

E X E C U T I V E E D U C AT I O N – N E G O T I AT I O N F U N D A M E N TA L S
Learn the basics Become a confident Learn the intricacies and how
of evidence-based negotiation and effective negotiator to successfully negotiate
knowledge with practical with a personal style advanced challenges
application

Participants are required to complete the programme in the sequence displayed.

Participants are granted 2 years to complete the full certification from the date of purchase.

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 Practical Information
We are continuously adding new online programmes and sessions throughout the year.
Please make sure you refer to our website for the latest dates and information:
https://www.insead.edu/executive-education/open-online-programmes

Dates
On-demand, start at any time.
Participants have access to the content for 3 months.

Fees
€690

Contact us
For more details about our programmes & offers, or to apply, please contact:
Vivian Gan
Programme Advisor
Tel: +65 6681 5479
E-mail: [email protected]

Take a first step towards organisational

transformation today.
Contact our team to discuss your needs and challenges now.

Special Offer for Groups

Our open online programmes offer the possibility to cater to groups coming
in from the same organisation.

E X E C U T I V E E D U C AT I O N – N E G O T I AT I O N F U N D A M E N TA L S
For a group of 5 participants or more who want to attend one of our open online
programmes, we offer a 20% concession.

Special Offer for Past Participants

Past participants of INSEAD Executive Education Open Programmes (On-campus,
Live Virtual and Blended) are eligible for a 20% concession on an INSEAD Open Online
Programme. To access the offer, please contact a programme advisor.

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 FAQs

How do I apply and what is the selection What is the role of the Learning Coach? What are the learning requirements in order
process? At INSEAD, you never learn alone. To bring this notion alive to successfully complete the programme?
Similar to our face-to-face programmes, we have an in the online setting, we have built a learning community Our online programmes, like our face-to-face programmes,
application and admission process in place for our online comprising of the participants, the faculty and the learning follow a rigorous learning process. Participants are expected
programmes to ensure a diverse and motivated group of coach. The learning coach plays an integral part in stimulating to fulfil a certain minimum criteria to earn the certificate of
participants for a rich learning experience. The Admissions content discussions, encouraging collaboration between completion.
Committee reviews all applications to ensure that each participants as well as guiding the participants closely in the
participant fulfils the requirements and any pre-requisite design of their Action Learning Project. What do I receive upon completion
request for the programme. The Admissions Team will then of the programme?
confirm if you are accepted to the programme. Will I have an opportunity to interact
Upon successfully completing all the programme
with INSEAD Faculty? requirements in time, you will receive an official Certificate of
How much time should I expect to dedicate Yes, of course. We purposefully limit class sizes to ensure Completion from INSEAD, which you can also share with your
to the programme every week? ample faculty-to-participant time. At a minimum, participants network on LinkedIn.
The programme should take approximately 4-6 hours, and can expect at least one live call with the faculty to discuss
potentially may entail up to 2 additional hours/week to course content. In addition, the faculty would be reading your I work for a company or organisation
complete Action Learning Projects (ALPs). You can expect thoughts in the discussion forums in the platform from time
that would like to enrol multiple employees
to devote 1-2 hours per week watching video lectures on to time and answer your questions through periodic just-in-
time recorded videos. The Faculty would be further assisted in the same programme. Is this possible?
fundamental concepts, 1 hour per week on interacting
with fellow participants in discussions or reflecting on the in these interactions by the learning coach, acting as a bridge Absolutely, and we actually encourage participants to attend
concepts through quizzes and reflections, and 2-3 hours between the participants and the faculty. in teams in order to maximise the learning and impact. We
per week in applying the fundamental concepts in an ALP to also offer a special fee for groups of executives attending
understand their relevance to your everyday work. Will I be able to interact from the same organisation, so please feel free to contact us
with other participants? for more details.
What is the weekly learning rhythm during Yes, of course. The learning experience is designed to
the programme? Do I need to be online encourage interaction. Participants are able to interact
at specific times during the programme, with each other through discussion forums, interspersed
or can I learn ahead of the rest of the class? throughout the platform. In addition, participants would have
the option to work on the Action Learning Project in groups
The programme is designed in a manner to encourage the with fellow participants. They would also have the opportunity

E X E C U T I V E E D U C AT I O N – N E G O T I AT I O N F U N D A M E N TA L S
whole class to learn together, moving at a certain pace from to interact with each other during the live call with faculty.
week to week, while providing enough flexibility within each
week for the participants to review the content at their own
convenience. While a week is open, you can login any time at
your convenience and review the weekly content at your own
pace, as the learning design is asynchronous.

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