Negotiation, intelligence, and persuasion

By Stein, Guido / Badillo, Salva / Zelaya, Lucía

Negotiation

This technical note explores how negotiation has evolved from a confrontation based on force into a strategic process in which language, psychology, and emotional intelligence play a central role. It examines the techniques and principles used in high-stakes negotiations, ranging from hostage situations to business and diplomatic contexts.

Collection: IESE (España)

Ref: NEGN-9-E

Format: PDF

Number of pages: 11

Publication Date: Mar 20, 2025

Language: English, Spanish

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Negotiation, intelligence, and persuasion

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Negotiation, intelligence, and persuasion

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Negotiation, intelligence, and persuasion

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