Today's most successful business leaders rely upon influence and negotiation skills at every turn—whether to close a major business deal, recruit a key team member, or obtain scarce resources in a highly interdependent environment.

This program teaches you effective influence tactics and negotiation strategies for every business situation and helps you to analyze the ethical issues that arise as you negotiate to achieve your objectives.

Program tuition includes private accommodations, all meals, and course materials.

Program Overview

The comprehensive curriculum in the Influence and Negotiation Strategies Program covers negotiation skills and tactics, and also methods of dispute resolution that can be applied when negotiations break down. Topics range from the use of influence strategies in the everyday work environment to complex deal negotiations involving cultural differences, coalitions, and ethical challenges. Participants take part in exercises ranging from two-party to six-party negotiations, with constantly rotating partners from around the world.

Faculty Director
Other Faculty
Margaret A. Neale

Adams Distinguished Professor of Management; Director of the Managing Teams for Innovation and Success Executive Program Director of the Influence and Negotiation Strategies Executive Program; Codirector of the Executive Program for Women Leaders

Margaret Neale's research focuses primarily on negotiation and team performance. Her work has extended judgment and decision-making research from cognitive psychology to the field of negotiation. In particular, she studies cognitive and social processes that produce departures from effective negotiating behavior. Within the context of teams, her work explores aspects of team composition and group process that enhance the ability of teams to share the information necessary for learning and problem solving in both face-to-face and virtual team environments.

Professor of Organizational Behavior

Gregory B. Northcraft

Professor, School of Labor and Employment Relations and Harry Gray Professor of Executive Leadership, Department of Business Administration, University of Illinois at Urbana-Champaign

Jonathan B. Lovelace Professor of Organizational Behavior; Morgan Stanley Director of the Center for Leadership Development and Research

Influence and Negotiation Strategies
Influence and Negotiation Strategies Program
Participants in the Influence and Negotiation Strategies Program, already leaders in their respective companies, are delighted at the practicality and direct application potential of the concepts taught in this program. The curriculum is focused, rigorous, and fast-paced and the faculty encourage group interaction and inquisitiveness, allowing participants to not only enhance their influence and negotiation skills, but also build relationships with fellow participants.
Key Takeaways
  • Powerful strategies to improve influence in both two-party and multi-party negotiations
  • Advanced negotiation and dispute resolution strategies and skills
  • General frameworks that emphasize a rational and ethical approach to negotiation

Highlighted Sessions

Reciprocal Influence Between Managers and Subordinates
While analyzing the results of simulated performance reviews, participants examine the psychological and behavioral factors that determine reciprocal influence processes between managers and their reports.
Multiparty Negotiation: The Harborco Simulation
On the final day of the program, participants put all of their newly acquired negotiation strategies and tactics to the test by taking part in an intense six-party negotiation exercise that pits them against coalitions and hidden agendas.
Other Selected Sessions
  • Strategic Use of Information
  • Negotiating for Competitive Advantage
  • Influencing Others in Organizations
  • Negotiating in Groups
  • The Art and Science of Social Influence
  • Ethics and Negotiation
  • Managing Through Networks
  • Managing Emotions in Negotiations

Who Should Attend?

Executives from any functional area with 10 or more years of management experience will benefit from this program. It is appropriate for executives from organizations of any size or in any industry.
SAMPLE Participant Mix
I highly recommend the INSP program; not only does the course teach about negotiation, it is structured to provide numerous mock negotiations with fellow participants. The lead professor was very knowledgeable and personable. The other participants were from around the world, from Sweden to Africa; I valued their insights and camaraderie. Also, the accommodations were top notch.
– Pat Helgeson
Vice President
Province Group LLC
Excellent program! Students learn a tremendous array of skills for both individual and multi-party negotiations. I learned how to improve my weak areas in deal-making and how to work as a team to achieve my company's goals while maintaining the proper ethics.
– Ramiro Luis Trebolle
Major Advisor-Petroleum
PDVSA Petroleo S.A.
This is an outstanding program that provides excellent negotiation and influence tools. The material and exercises are very well done and the participant mix creates an extremely stimulating environment and provides an excellent networking opportunity.
– Houda Soubra
Senior Engineering Manager
Cisco Systems Inc.
Without question, my biggest takeaway was the multi-cultural make-up of the group. To be exposed to no less than 17 different cultures was worth twice the price of the program!
– David Hoenemeyer
VP Food & Beverage/Retail
Harrah's Las Vegas Hotel & Casino
The participant interaction and case method were terrific. The blending of influence strategies with negotiation was much more valuable than negotiation alone would have been.
– David Rymal
Director, Production Systems
Providence Health Systems


Stanford University
The Stanford campus is world renowned for its natural beauty, Spanish mission-style architecture, and temperate climate. With more than 8,180 acres (3,310 hectares), Stanford's campus ranks as one of the largest in the United States. Participants in Stanford's Executive Programs become part of a quintessential university setting, residing together, walking or biking to classes, and enjoying access to Stanford University facilities.
The Knight Management Center
Opened in spring 2011, the Knight Management Center has transformed the Stanford Graduate School of Business into a vibrant and unified indoor-outdoor, living and learning community. Participants will take classes at this new state-of-the-art campus, which features tiered classrooms with extensive floor-to-ceiling glass, the latest in audiovisual technology, numerous breakout and study rooms, outdoor seating areas to encourage informal discussion, and an open collaboration lab that employs hands-on and design thinking techniques.
Schwab Residential Center
Designed by renowned Mexican architect, Ricardo Legorreta, the Schwab Residential Center gives residents ample privacy while promoting collegial interaction through shared lounges, outdoor meeting areas, a library, and an exercise room.


Laura Moore
Associate Director, Programs and Marketing
Phone: +1.650.723.6641