Sorry, you need to enable JavaScript to visit this website.

Open online programmes


Strategic Negotiations

Apply now Group Enrolment Download brochure


Calendar Calendar

Share Share

Become a more strategic negotiator

All of us negotiate all the time. Whether it is buying or selling, managing or working for others, dealing with friends, family, colleagues or workplace hierarchies, negotiation informs everything we do, every day. But how successful we are can vary. And forging agreement among people with diverse interests, perceptions or values can be challenging whatever the context.

Strategic Negotiations introduces you to the INSEAD Value Negotiation (VN) system. Developed using faculty research, the VN system deploys evidence-based and practice-tested tools and frameworks that accelerate your understanding of win-lose and win-win strategies. The VN system enhances any negotiator’s sophistication by introducing the strategic dimension to negotiation, while also consistently expanding its diagnostic and implementation dimensions.

You explore how to choose between win-lose or win-win, when each strategy is most likely to be effective, and how strategic negotiation can drive effective, long-term outcomes. 

Participants joining from our Negotiation Fundamentals programme will be able to leverage their previous experience and knowledge to generate sophisticated questions and drive rich debate, while maintaining independence of opinion and freedom of choice.

How you benefit

  • Expand your ability to address negotiation challenges with a strategic mindset
  • Learn how to embrace a versatile approach to succeed in any negotiation
  • Become able to diagnose and embrace a probabilistic approach to maximise value and reduce risks in every type of negotiation
  • Accelerate your efficiency, build better relationships with fewer conflicts, drive more engagement and gain more confidence to deliver superior outcomes
  • Leverage hands-on practice to address weak points and optimise strengths back in the workplace.

Participant Profile

Suitable for past participants of the Negotiation Fundamentals on-demand online programme who wish to complete INSEAD Online Certificate in Negotiation. Note: Participants are strongly recommended to complete Negotiation Fundamentals before completing Strategic Negotiations and Advanced Negotiations.

The programme delivers great strategic and operational leverage to any executive who needs to interact with others to get results. Participants include executives with many different roles, including:

• Executives involved in mergers, acquisitions or joint-venture negotiations
• Project Managers
• Human resources managers
• Sales and procurement managers
• Audit and compliance managers
• Key-account managers.


INSEAD Online Certificate in Negotiation




Build the foundations to become an expert negotiator

Length: 6-8 hours



Become a more strategic negotiator

Length: 5 weeks


Gain expertise in specific negotiation scenarios

Length: 4 weeks


Become certified by INSEAD

Participants are strongly recommended to complete Negotiation Fundamentals before completing Strategic Negotiations and Advanced Negotiations.’

On-demand Webinar
Discover the Art & Science of Negotiation with INSEAD


What are the attributes of a good negotiator? The ability to create value, innovate, build strong and meaningful relationships, have a sense of purpose, and enjoy the process along the way. While the art of negotiation is neither obvious nor easy, it can be taught.

Negotiation is a foundational skill that permeates several aspects of our lives, and yet most negotiators overly rely on experience, intuition, or a hand-full of tricks. Scientifically, negotiation has blossomed as a field in the last 40yrs. From beginners to experts, every negotiator has blind spots and shortcomings, and everyone can become a better negotiator with the right amount and proper training.

Presented by Programme Directors Horacio Falcao and Roderick Swaab, register for this one hour webinar during which they will discuss the art of negotiation and delve into the New INSEAD Certificates in Negotiation – the pathways to becoming an expert negotiator!

Watch on-demand

INSEAD Personalised Experience




Save & Manage



It is easy, simply log in:

Via Social

  • icons
  • icons
  • icons


Use your email address