Home | Negotiation Center

Negotiation and Mediation Center

“Prepare this negotiation well because we are risking a lot”. Surely you have heard words like these on more than one occasion. To face this challenge, negotiators require an exhaustive knowledge of the negotiation process as well as the interpersonal skills that they must handle.

The Centre for Negotiation and Mediation (CNM) was created in 1998 and its mission is to help:

Negotiation and Mediation

Make Negotiation and Mediation the leading resources for the resolution of conflicts and for building quality relationships.

“A civilized society is always the result of a pact. And the agreement requires an effort to negotiate and a willingness to compromise, respecting and understanding the contradictory interests. The law, in democracy, is supported and implemented socially from the pact. Negotiation and mediation are its instruments. ”

Negotiating Intelligence

Achieve professional development and “negotiating intelligence”, being understood as:

1. 1. Understand your own and others’ motivations
  2. Compete in pursuit of a result and cooperate to do this as efficiently as possible.
  3. Create a multitude of options or solutions
  4. Persuade the other party to negotiate to reach the best agreements.

For this, the CNM channels its activity towards study, research and teaching in these areas, always observing ethical values, conceptual rigour, methodological soundness and continuous innovation in teaching techniques.

In addition, the CNM has among its priorities participating in those forums and the media that focus on the conflicts and events of greatest relevance to our society.

PUBLICATIONS

THE EFFECTIVE NEGOTIATOR

Persuasive communication with mindfulness techniques

CHINA: NEGOCIACIÓN E INVERSIÓN EXTRANJERA. portada

CHINA: NEGOTIATION AND FOREIGN INVESTMENT

Joint ventures and legal implications

NEGOCIAR PARA CON-SEGUIR

How to reach your goals and get the best deals

Testimonials

During our time as students at the IE Business School, both undergraduate and graduate, we had the opportunity to learn from great teachers and prepare for our professional career through a very practical case study-based method. We enjoyed the Negotiation subject in particular because of the strong practical and teamwork component, the similarity with the reality that we would soon face in the business world and the experience and knowledge that the professors gave us. Thanks to this subject we have learned many tools that we can use in our day to day.”
Marta Portuondo y Celia Vega-Penichet - Latham Watkins lawyers - Double Masters in Access to the Legal Profession and Bilingual Legal Advice (LLM-2019)
En mi opinión, el secreto del éxito del curso de negociación en el que participé se sustentó sobre dos pilares; por un lado, las profesoras, enfocando la negociación como la tarea diaria y natural que es y desde una posición abierta, enriqueciendo al máximo las sesiones promoviendo la participación del máximo de estudiantes. Por otro, el método de negociación por intereses, que no es sólo una forma de negociar sino de afrontar distintas facetas de la vida proponiendo pensar más allá de lo evidente, con creatividad y con un afán claramente constructivo. El cocktail, sin duda, un éxito.
Miguel Afán de Rivera - Socio Simon-Kucher & Partners - IMBA 2011
“From my time at the IE Business School I remember with special affection the Negotiation classes as a perfect combination between learning the main negotiating techniques and their subsequent application in practical cases. During the classes, each student adopted the assigned role and the parties dynamically entered into negotiations until they reached an agreement based on interests. The post-hoc comments from the rest of the classmates helped us to reflect on and realise the mistakes made during the negotiation. Undoubtedly, a good way to enhance the negotiating skills so necessary in the legal-business world”.
Conchita Sáinz - Counsel Ashurst – Master’s in International Legal Practice - 2005