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Workshop: Salary negotiation

Workshop | Spanish

This ESADE Alumni Careers workshop will equip participants with skills and techniques to enhance their ability to negotiate during in-house promotion and recruitment processes.


- Define objectives for negotiation: align salary, career and vital expectations.
- Phases and timings of the negotiation (for a new company or for a promotion in the current one).
- Principles of effective negotiation according to the Harvard method.
- Identify alternatives and correctly measure your strengths: the MAPAN of the negotiation.
- Some basic techniques and practical advice.
- How to avoid the traps and typical errors in the negotiation.
- Role-playing: simulation of a salary negotiation interview.

The workshop will combine theory and practice.


Juan Arza (MBA FT 2000)
Director and partner at ARZA & LEGAZPI (people development consultancy). Previously consulting director at Mercer Consulting and manager at HayGroup, both human resource consultancies.



Eduard Legazpi (MBA PT 1998)
Director and partner at ARZA & LEGAZPI. Previously manager at HayGroup (HR consultancy), managing director of an industrial company, and HR manager in the insurance industry.