Negotiation to achieve results

Learn the most effective negotiation methods and acquire one of the most important skills needed to achieve the objectives you set for yourself. In this Executive Education Course you will assimilate proven and personalized methodologies for different negotiation situations through the resolution of practical cases and role playing.

  • Negotiation
  • Obtaining results
  • Role playing.
Next edition
Classes start
24 March, 2021 (To be confirmed)
Program ends
25 March, 2021 (To be confirmed)
Wednesday from 9 am to 6 pm and Thursday from 9 am to 1 pm. Total length of the course: 16 h
ECTS credits
1200 €

In order to achieve results that demonstrate a successful negotiation process, during the course you will approach different negotiation situations and learn the significance of power in a negotiation, personal negotiation styles and areas for improvement, negotiation on behalf of third parties, conflicts of interest and the methods and phases of negotiation:

  • Negotiating 

A frame of mind to successfully prepare for a negotiation. Know how to argue, manage the expectations of the other party and close the deal.

  • The importance of time 

Learn to judge the role of time in a negotiation.

  • Entirely practical approach 

Specific methodologies adapted to the circumstances of each participant.

  • Avoiding mistakes 

There are many common mistakes, such as giving things away for free or thinking only of the gains for yourself. Discover the rest.

  • Taboo words 

What words should you avoid if you don't want your results to be mediocre.

Why choose this program


This will give you an advantage in the negotiation and you will achieve the objectives you set for yourself

You will learn the most effective negotiation methods and acquire what is considered one of the most important skills, both professionally and personally.


Executive training

Spread over four afternoons, enabling you to gain in-depth knowledge about negotiation without neglecting your professional obligations.


High-level networking

Grow your network of contacts with top-level professionals and executives.

Who is it for?

The course is aimed at professionals who manage teams and resources, especially directors, who want to improve their negotiation skills.

Admission and enrolment


This Executive Education Course in Negotiation to achieve results combines lecturer presentations with student participation in the resolution of case studies and role playing.

It takes a theoretical-practical approach, to make learning fun and encourage participant interaction, student-to-student and student-to-lecturer.

1- Introduction

Situations in a negotiation (contextual view): integrative bargaining vs distributive bargaining
Case studies (Interests, positions and examples): The Numbers Case of Figures and The Yugusán Case

2 - Communication as a negotiation work tool

Negotiation: different ways of dealing with it
Case Studies (Harvard): Introduction to people and interests
Power: sources of power in a negotiation (I)
Personal negotiation styles: strengths and areas for improvement
Case studies: The Car Park Case and Thomas Questionnaire

3 - Preparing and starting the negotiation

Preparing the negotiation: a multi-pronged approach
Case studies and practical applications for the preparation: The Car Case
Power: sources of power in a negotiation (II)
Negotiating on behalf of others: personal interests vs. interests of the organization
Opening and discussion: What do the experts do?
Case studies: The Case of Pérez SIYUAGAIN

4 - Development and behaviours of the best negotiators

Case studies and real examples: behaviours that help or hinder the objectives
Tools: Intelligent counterproposals, argumentation and labelling
Options, proposals and exchange

5 - A negotiating method (Harvard and beyond)

Closing and consolidating deals
Negotiation with customers and suppliers and within the organization itself
Case studies: Negotiating salary or company invoices

6 - Tricks and traps in negotiations: How to act to avoid psychological manipulation

Cases of the participants and discussion of possibilities for specific action
Summary and action plan

Qualification obtained

Upon passing the Executive Education Course in Negotiation to achieve results, you will receive an official certificate from UPF Barcelona School of Management endorsed by the prestigious Pompeu Fabra University, the top ranked university in Spain and Latin America (Times Higher Education Ranking 2020).


Academic directors

Joan Plans Esperabé

Specialist in the areas of negotiation, people management, impact presentations, agenda management and strategic consulting.


The Executive Education courses combine content that is key for any professional currently employed in or seeking a managerial role, with activities aimed at putting the acquired knowledge into practice.


Collaborative learning and real case studies

The diversity of student profiles enriches learning through a shared and interdisciplinary perspective. An integrative learning approach is used in the classroom, in which the active participation of all classmates is promoted in the form of dialogue and exchange of ideas for the resolution of various real case studies.


Practical approach

The program has a theoretical base, taught by lecturers, complemented with practical experience acquired in class through real business case studies.


Executive vision

We take full advantage of the time available, concentrating valuable learning within a few hours, in accordance with the demands of our participants, who hold positions of great responsibility in important companies.


Evaluation consists of following the sessions and practical case studies worked on in class.


The On-Campus&Live methodology allows you to follow the program in person and also remotely.

In this modality, two stable subgroups are opened that will coexist throughout the course: one face-to-face and the other with 100% remote students. The remote students will follow the program in a synchronous way with the face-to-face students. That is, they will share the same school calendar and schedule as the face-to-face students.

Personalized, interdisciplinary, and based on management as a practical resource for bringing ideas to life.

Professional Future

Executive Education training combines fundamental content for any professional currently employed in or seeking a managerial role, with activities aimed at putting the acquired knowledge into practice.

Student profile

The Executive Education Course participant ecosystem is made up of professionals with a relevant career history. 

The diversity of profiles and sectors represented in Executive training at UPF-BSM contributes added value to the learning experience. It consists of directors, CEOs, managers, executives, entrepreneurs, consultants and heads of teams, areas and departments.


Average age


Average years of professional experience

Career opportunities

This Executive Education program gives you the knowledge you need to successfully carry out the negotiations that people have to deal with on a day-to-day basis, regardless of their nature.

  • CEO, Board of Directors or General Management of companies and organizations of any kind.
  • Team or department manager
  • Strategic consultant.
  • Management positions in any of the functional areas of a company: marketing, finance, human resources, production, etc.
  • Entrepreneur with your own project, thanks to the broad business vision provided to ensure its success.
  • Intrapreneur: entrepreneur of projects within your organization.

Admission and enrolment

The admission and enrolment process for this course consists of a few simple steps.

Who can apply?

Our Executive Education Courses are aimed at professionals in or seeking management positions and looking to acquire or recycle essential knowledge for their executive professional development.

How to apply?

To enrol in this program, you must read and accept the Contract Terms and Conditions and fill in the registration form.

The following steps need to be taken to register for the course:

1. Fill in the admission application form. You will receive a username and password to access the eSecretaría platform.
2. On the platform, upload a scanned copy of your ID (both sides).
3. Go to the "Enrolment" section to pay for the course by credit card or bank transfer.

In certain cases, additional documentation may be requested. 

The application is subject to the availability of places.

Grants, scholarships and financing

Grants and discounts

External financial aid

A large number of external entities and institutions offer financial aid options to students who want to enrol on one of our master programs and postgraduate courses.


Alumni discounts

If you are a member of our alumni associations or of one of our partner universities, we offer you a series of applicable discounts on the amount of tuition for your program.

UPF Employee Discounts

If you are a member or family member of an employee of the UPF group or belonged to the collaborating institutions of the UPF Barcelona School of Management, you can enjoy a series of applicable discounts on the tuition fees for your program.

Negotiation to achieve results