Negotiation Strategies: Creating and Maximizing Value

Requirements: Executives who lead or participate in complex negotiations across functions and organizations. Designed for leaders ready to strengthen strategic preparation, create long-term value, and drive results in high-stakes environments.

Negotiation Strategies: Creating and Maximizing Value

Negotiation is no longer is no longer just a skill—it’s a leadership imperative.

Negotiation Strategies: Creating and Maximizing Value is an intensive, three-day journey that redefines your approach to deal-making. Moving from foundational one-on-one exercises to dynamic, multi-party simulations, this program empowers you to think strategically, act decisively, and negotiate with confidence across complexity.

Led by Robert N. Bontempo, Academic Director in Executive Education, the program blends cutting-edge research with real-world application. Bontempo is a trusted advisor to executives at Goldman Sachs, Boeing, Glaxo-Wellcome, NASA, and the US State Department. Named one of the top MBA professors in the United States by Businessweek, his insights have been featured in The New York Times, The Wall Street Journal, and The Economist.

“The most rewarding feedback is hearing how participants immediately apply what they’ve learned, whether negotiating with a government minister or discussing compensation.”

Robert Bontempo

Academic Director in Executive Education

Faculty director Bob Bontempo discusses his application-oriented teaching approach for immediate application.

Persuasion vs. Negotiation

Are you using the right influence strategy at the right time? In this short video, Faculty Director Robert N. Bontempo reveals the critical differences between persuasion and negotiation—and how mastering both can elevate your leadership impact.

“Negotiation creates mutual benefit through exchange; persuasion creates impact by changing beliefs. Effective leaders know when to use each.”

Robert Bontempo

Academic Director in Executive Education

Faculty director Bob Bontempo discusses why persuasion and negotiation are different sets of behaviors but with two complementary skill sets

With our Negotiation Strategies: Creating and Maximizing Value program, participants will:

Master frameworks for identifying and leveraging power in any negotiation
Learn to prepare for complex, multi-issue negotiations with precision
Build and test value-creating deals in dynamic, multi-party simulations
Sharpen emotional intelligence and handle difficult conversations with clarity
Learn how to avoid common decision traps and when to walk away from a negotiation
Apply tools immediately to real-world business challenges

Our Negotiation Strategies program is designed for executives at all levels and seasoned leaders who:

Lead or participate in complex negotiations, both internal and external
Manage strategic partnerships, sales, procurement, or vendor relations
Influence cross-functional initiatives in complex organizations
Operate in high-stakes environments requiring precision and poise
Seek to refine their influence, communication, and strategic decision-making
Aspire to shift from tactical bargaining to long-term value creation.

“Negotiation Strategies was a terrific program, particularly because we negotiate every single day in our lives. I learned about methods to find common ground in order not to negotiate myself into a gridlock.”

Olaf Glaser

President & CEO at Champignon North America, Inc.

“I took Negotiation Strategies not knowing the impact it would have on my professional life. It has changed the way I perceive a problem, the way I plan my arguments prior an important meeting, how to create mutual value with your counter-party which creates a long-term solid relationship, and much more. The main strength of the course was the practical cases that pushed us to interact and practice, 1-on-1 with our classmates.”

Fidaa Nesr

Board of Directors Member, Partner, Senior Trader, Webcor Group

“It was unique to discover that, while negotiating, it is crucial to create value for yourself but also value for your counterparties. In the complex global business world, value is often destroyed due to one way thinking: I take all and leave you with nothing. During the course, through the theoretical approach as well as practical case study simulations, I learned that combined value creation is beneficial for both parties.”

Andria Jokhtaberidze

Consultant (M&A), Magticom

“Negotiating is always part of my job, especially since I work in a cross-cultural environment. BATNA was an interesting and useful concept for me to learn. How to plan your BATNA before your negotiating sessions is absolutely key.”

Rajiv Kumaraswamy

Product Manager, Schlumberger

“Bob [Bontempo]'s insights about different negotiation strategies and his deep understanding of human behavior across cultural differences provides a powerful platform to understand this topic from a new, fresh perspective.”

Rodrigo Cuadra

AHS Business Development Manager, Modular Mining Systems

“This course is extremely valuable and directly applicable to many real-world business interactions. I highly recommend it. The best part is the ability to network and learn from world business leaders.”

Anthony Schatz

Director EHS & Product Regulatory, Ashland, Inc.

“As a manager I negotiate with stakeholders every day. In the program, I learned that negotiation isn't about winning, but about adding value for all participants involved. In my opinion, every executive should take a negotiation course.”

Miriam Manrique

Country Manager, Amba Research

This program is designed for action, not passive learning. Grounded in negotiation science and executive education best practices, the learning experience includes:

Live Negotiation Simulations: From one-on-one to multi-party, each simulation builds in complexity to reflect real business challenges.
Real-Time Feedback: Faculty and peers provide immediate, constructive insight that accelerates learning and reveals blind spots.
Case-Based Learning: Business cases rooted in real-world dynamics bring abstract concepts into tangible focus.
Capstone Application: Participants engage in a final simulation that integrates all frameworks in a complex, emotionally charged negotiation.
Peer-Led Challenge Sessions: Participants bring real negotiation dilemmas to the group, receiving coaching and frameworks to apply immediately.
Faculty-Led Debriefs: Each session includes a structured analysis of outcomes and strategies, turning learning into insight.

Negotiation Strategies is a hands-on, practical approach to negotiations, with participants analyzing case studies and then testing their negotiation skills within a supportive environment.

In addition to actively participating in negotiating role-plays, participants read selections on negotiating within a global context, mediation skills, turning negotiating into a corporate capability, and the science of persuasion.

Power, Preparation, and Perspective

The first day sets the foundation for everything that follows. Participants are paired for a high-stakes, one-on-one negotiation focused on a single issue. With results ranked and shared, this session drives home the realities of power, pressure, and performance. The afternoon builds in complexity as participants move into multi-issue negotiations drawn from real-world dynamics, revealing new strategies for value creation—and exposing common mindset traps along the way. Throughout the day, they receive real-time feedback designed to shift behavior, sharpen instincts, and reframe how they approach negotiation.

Power: What It Is & How to Get It
Complex Negotiation Exercises
Power Exercises
Networking Reception

Participants can attend in New York City and Paris, experiencing the same fast-paced, idea-driven classroom dynamic that defines the program–led by faculty who shape how executives think, decide, and lead.

The expansion extends that energy into new locations, adding diverse peer perspectives while maintaining the program’s intellectual rigor.

In New York City, USA

New York City, USA

In Paris, France

Paris, France

Please note: Schedule, format, faculty, and CIBE credits vary by site; a learning specialist can help you find the right fit.

For personalized guidance, contact Saverio Minervini at saverio.minervini@gsb.columbia.edu.

Robert N. Bontempo - Academic Director in Executive Education and Adjunct Professor of Business at Columbia Business School Executive Education

Robert N. Bontempo

Academic Director in Executive Education
Adjunct Professor of Business

Faculty Director

Faculty and speakers are subject to change.

“I have the opportunity to sit at the table with leaders from some of the most important organizations in the world as they negotiate, persuade, and make decisions.”

Robert Bontempo

Faculty Director

Will there be any homework or assignments?
For select programs, there will be some assignments to complete after the end of select program sessions. Assignments will typically consist of readings, self-reflections, and brief assessments. This approach is designed to help you practice your learnings.

How long will assignments take?
We do not expect that homework assignments will take up a large amount of time to complete.

Will there be any examinations or grades?
There will be no examinations or grades for our live online programs.

I’m interested in the Certificate in Business Excellence (CIBE), how do I get started?
At Columbia Business School Executive Education, you’ll be able to customize a unique learning experience by selecting programs that best interest you and are most suited for your needs. Any completed program, regardless of format (live online, in-person, or online), will count towards the Certificate in Business Excellence.

Which programs qualify for the CIBE?
Any completed executive education program, regardless of format (live-online, in-person, or online), will count towards the Certificate in Business Excellence. Partner programs will also count towards the certificate.

What programs are considered partner programs?
Executive education programs developed and administered with our educational partners, bring the best of our combined knowledge, thought leadership, resources, and expertise. Kindly find a list of our partners here on our partnership page.

What are the costs of the certificate?
There’s no set cost associated with the certificate path since you’re able to customize your learning journey with in-person and online programs (price will vary depending on the program type and length).

Are there any tuition assistance or scholarships?
At Columbia Business School Executive Education, we offer non-degree and non-credit-based professional development programs to the global business community. As our programs are non-degree and non-credit, they do not qualify for financial aid.

How are CIBE credits determined?
Credits for a program are determined by the program duration and total learning hours.

Where do I find information on the credit value for a program?
You will find this information on each program page. Credits range from 0.5 credits – 26 credits per program.

How do I get enrolled in the CIBE?
Your certificate journey will start with your first program, and you have 4 years to complete your CIBE. You may register for any of our executive education programs on each program page. You may enroll using the “View My Application Cart” button, and the application process should take 5-10 minutes.

How do I receive credits?
You are required to fully attend a program and complete all necessary coursework in order to receive CIBE credits. Credits are only awarded after you complete a program.

How do I check the status of my Certificate completion?
Kindly reach out to a Learning Solutions representative for any questions on the status of your CIBE credit count.

Do CIBE credits expire?
Credits are only valid for four years. If you have not completed your CIBE within four years, we will only count non-expired credits towards your CIBE credit total.

Does the Certificate in Business Excellence expire?
Your Certificate in Business Excellence does not expire. Once you become a certificate recipient, you will join the greater alumni community at Columbia Business School.

I’ve reached 18 CIBE credits, what’s next?
Congratulations! You should receive a digital copy of your certificate at the end of your program. If you do not receive a copy from your program manager, kindly contact your Learning Solutions representative or your program manager for next steps.

Will I receive a physical certificate?
Upon completion, you will receive a secure, digital certificate through Accredible. Within the platform you will have the option to print your credential, post it to your LinkedIn feed, or display it on your profile as a certification. Please contact your program manager for the status of your digital certificate.

How do I get access to my alumni benefits?
Once you complete your CIBE, we kindly ask for your patience as we process your alumni credentials. The processing time can take anywhere from 8 to 10 weeks long.

Can I add the Certificate in Business Excellence to LinkedIn?
Yes! We will provide you with instructions on how to add your certificate to your LinkedIn profile after you become a Certificate recipient.

Are there preferred pricing options available?
Yes, preferred pricing is available for groups of two or more. To inquire, email execed@gsb.columbia.edu.

As a Columbia Business School alumni am I eligible for tuition benefit?

When you earn a Certificate in Business Excellence you will receive a 25 percent tuition benefit for full-price Executive Education in-person programs lasting three and four days and all full-price online programs. Exclusions apply**

Sign up for program updates and content relevant to today's business leaders from Columbia Business School Executive Education.