Advanced negotiation workshop

Increase your effectiveness in conducting value-generating negotiations. This program will enable you to identify critical issues, adjust your strategy for each situation and positively impact your organization through beneficial results and agreements through a strategic and practical perspective of negotiation.

  • Evaluate different ways to negotiate.
  • Self-assess personal effectiveness in complex negotiations.
  • Develop skills to promote value creation processes in negotiations.
  • Recognize one's own negotiation culture by comparing it internationally.
  • You will know your attitudes and behaviors during a negotiation and will be able to evaluate your skills in conflict situations and in the face of multiple interests.
  • You will positively impact your business by generating value in the negotiation process.
  • You will improve your understanding of the issues and negotiation processes involved in teamwork.
  • You will analyze your attitudes and behaviors in a negotiation and evaluate your conflict resolution skills.
Academic Director
Enrique Ogliastri
Profesor emérito de INCAE y Ph.D. Northwestern University
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Enrique Ogliastri
Profesor emérito de INCAE y Ph.D. Northwestern University
Academic Background
  • Ph.D. - Organization Theory, 1973, Northwestern University. United States.
  • M.S. - Social Psychology, 1971, Northwestern University. United States.
  • MBA - IESE, Barcelona, 1967.
  • Industrial Engineer - 1965, Universidad Industrial de Santander (Colombia)
Teaching in INCAE

Teaching areas

  • Organizational Change and Development
  • Entrepreneurship
  • Strategy
  • Management of Social Organizations
  • Negotiation
  • Organization


  • Negotiation
  • Organizational Change
  • Negotiation
  • Family Businesses


  • Executive MBA
  • MBA

Executive Programs

  • Advanced Negotiation Workshop

Profesor emérito de INCAE en Costa Rica y profesor del Instituto de Empresa en Madrid. Fue profesor investigador en la Universidad de los Andes y en Harvard University; también ha sido profesor visitante en Japón, Francia y España. Estudió Ingeniería industrial en la Universidad Industrial de Santander (Colombia), tiene un MBA en administración de empresas en el IESE de Barcelona, M. S. en psicología social y Ph. D. en teoría organizacional en la Universidad de Northwestern (USA).

He has published 30 books on intercultural negotiation, strategy, organizational leadership and management of civic organizations, all focused on the Latin American reality. His publications in Harvard University Press, his "Manual de Planificación Estratégica", and "Cómo negocian los colombianos" (How Colombians negotiate) stand out. He has been the Director of Academia Revista Latinoamericana de Administración since 1999. He is an active researcher in the areas of intercultural management, negotiation, careers, management of social enterprises, and organizational strategy.



Research work

Work experience

U. of the Andes:
PROFESSOR (1967-69, 1973-80, 1985-2000). Head of Industrial Engineering; founding Director of the Master's Degrees in Industrial Engineering and Management. Director of Research, Senior Management Program; Dean (1990).

Harvard University (1980-84):
Fulbright Visiting Research Fellow (School of Management), Visiting Research Fellow (Center for International Affairs), Visiting Research Fellow (Committee on Latin American Studies), Associate in Education (School of Education).

Visiting professor or researcher:
IDE (Tokyo), ESC Toulouse and U. Nancy (France), Instituto de Empresa (Madrid).

Consultancies in 8 countries.

Funding from: Avina, Bekaert, Colciencias, Ford, Fulbright, Neuman, Rockefeller.

Consultancies and workshops in recent years to: Asocaña, Bic BanColombia, BankInter, Bon Bril, British Petroleum, Cartón de Colombia, Chicle Adams, Coca Cola Indega, Codensa EEB, Colgate, Colmena, Corfinsura, CRT, Ecopetrol, Fedepalma, Fundagro, General Motors, Gillete, Granitos y Mármoles, Icollantas, Kimberly Clark, Microsoft, Min. Ambiente, Myers Squibb Bristol, NCR -ITT, Nestlé, Noel, OEI, Occidental Petroleum, Open Systems, O.P. Gráficas, Peldar, Pfizer, Reaseguradora Colombia, Riopaila, Sancela, Seguros Vanguardia, Seguros Equidad, Shell Hocol, Suramericana, Unilever, Unisys, Valores Bavaria, Walter Thompson, Warner Lambert and Western Atlas.

General information
Edition 1March 11-16, 2024Live OnlineUSD $2,800
Edition 2August 26-31, 2024Live OnlineUSD $2,800
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