Negotiation is a broad term that captures any insight for understanding and influencing people. We use negotiation skills in every interaction every day, whether we work in sales, procurement, HR, legal, customer service, project management, change management, diplomacy, law enforcement or in a leadership position. Thus, improving our negotiation skills translates into an opportunity to improve our results in every interaction we have.
However, the vast majority of people do not study negotiation. Rather we pick up a mixed bag of tips and tricks through trial-and-error, and by mimicking others. The result is that we all end up doing similar things, in a predictable manner, which makes us very easy to manipulate. And while we undoubtedly pick up many effective behaviours, we also pick up some ineffective behaviours. Unfortunately, just one bad behaviour can undermine all the good work we do.
Executive education redesigned for a radically different world. This programme blends the discipline of the on-campus experience that ISB is renowned for with our global faculty and advanced curriculum. You will gain immediately applicable advanced skills, relevant for the uncertain times we live in.
Filip is a negotiation expert, lecturer and author. He lectures on the topic of negotiation at ISB and at a host of international business schools. He has provided negotiation services for several negotiation companies, and collaborated with a range of experts in international, commercial and crisis negotiation. In the process he has coached hundreds of executives and consulted on billion-dollar negotiations. He has run programs for over 10,000 individuals from all over the world, with participants from senior executive leadership across businesses, NGOs, academia, government, judiciary, military and law-enforcement. His first book on negotiation, Negotiation Evolved, was co-authored by the former commanders of police hostage negotiation in NSW and Czech Republic. Filip is currently working on his next book on Crisis Negotiation.