Strategic Negotiation Programme

Date: November 14-16, 2019
Venue: Shanghai

RMB 29,800

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.


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.


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.


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.

Comments From Participants 

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 visualized 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



Participants in this programme will:

  • Gain a structured understanding of negotiation situations and processes
  • Enhance their ability to analyse and diagnose problems within negotiation situations so as to implement strategic action
  • Utilise new and creative skills and techniques to handle difficult situations and increase their negotiation experience
  • Learn how to productively use strategies and tactics to be more effective and efficient at the domestic and international levels
  • Understand the principles for evaluating their own performance 


Day 1
  • Competitive Negotiations
  • Negotiation, review and learning points
  • Collaborative Negotiations
  • Preparation, negotiation and review
Day 2
  • Team Negotiations
  • Preparation, negotiation and review
  • Conflict Style Inventory Questionnaire
  • Negotiation Tactics
  • Ethics and Trust in Negotiations
  • Common Mistakes in Negotiation
Day 3


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

Programme Director

Velamuri, S. Ramakrishna

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.

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.

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.

Contact Information

Customer Service Team
699 Hongfeng Road, Pudong, Shanghai, 201206, P.R.C.
Tel: +86-21-2890 5187

Customer Service Team
No.20, Zhongguancun Software Park
No.8, Dongbeiwang West Road,Haidian District
Beijing, 100193, P.R.C.
Tel: +86-10-8296 6688

Customer Service Team
Suite 10A, Taihua Wutong Industrial Park, Gushu Development Zone,
Hangcheng sub-district, Baoan, Shenzhen 518126, P.R.C.
Tel: +86-755-3699 5199