Strategic Intelligence, Leadership and Negotiation

Program Description

Managing significant wealth demands more than mastery of bonds or trusts. This module steps outside the financial script to sharpen the three capabilities that define those who sit where wealth decisions are made: thinking strategically, communicating with power and negotiating in complex situations.

The program traverses the frameworks of Clausewitz, Sun Tzu, B.H. Liddell Hart and Machiavelli applied to family governance and financial succession, and contrasts them with contemporary concepts: Blue Ocean, Purple Cow and exponential organizations. Participants work with concrete tools —V2R analysis, decision matrices— and examine the cognitive biases that lead even good leaders to poor decisions. The module also studies the new context of power: hyperconnectivity, hypertransparency and hyperuncertainty, and the war over narratives.

Armando Ríos Piter —an economist from ITAM and a lawyer from UNAM, with training at Georgetown and the Harvard Kennedy School, and a former Senator of the Republic— leads three in-person sessions at the Club de Industriales in Polanco, culminating in a negotiation simulation of a major account or strategic alliance, with a debriefing on strengths and areas for improvement.

General Objective

To develop strategic thinking and leadership skills applied to the financial environment. Upon completion, participants will be able to analyze shifting environments with a strategic mindset, communicate effectively —both internally and with clients— to align objectives, and apply high-level negotiation techniques in complex situations, following conceptual frameworks drawn from military and business leaders.

Learning Objectives

• 01Distinguish strategy from tactics and analyze shifting environments with a strategic mindset
• 02Apply the frameworks of Clausewitz, Sun Tzu, B.H. Liddell Hart and Machiavelli to family governance and financial succession
• 03Use practical tools —V2R analysis and decision matrices— to define a unique positioning in the financial industry
• 04Identify hidden traps, cognitive biases and overconfidence in decision-making
• 05Design 360° strategic communication and control the key message before teams, clients and the community
• 06Exercise influence-based leadership in exponential organizations and less hierarchical structures
• 07Apply win-win negotiation techniques, reading the counterparty's hidden interests
• 08Resolve conflicts and objections —internal and with difficult clients— while preserving the relationship

Why Take This Program

1. Taught by Armando Ríos Piter: economist (ITAM), lawyer (UNAM), with a master's degree in National Security from Georgetown and studies at the Harvard Kennedy School
2. Experience forged in practice: former Senator of the Republic and former federal congressman, member of the Finance, Budget and Public Finance committees
3. In-person format at the Club de Industriales, Polanco, Mexico City
4. Three sessions from 7:00 to 9:00 pm: 6 high-density hours compatible with an executive agenda
5. Sun Tzu, Clausewitz, Liddell Hart and Machiavelli applied to family governance and financial succession
6. Contemporary concepts: Blue Ocean vs Red Ocean, Purple Cow and exponential organizations
7. Actionable tools: V2R analysis, decision matrices and the detection of cognitive biases
8. Negotiation simulation of a major account or strategic alliance, with personalized debriefing
9. In-person networking with private wealth bankers, high-net-worth individuals and business families
10. A module of the Executive Program in Private Wealth Management, available as a standalone course

Syllabus — Key Topics

• Strategy vs tactics: strategic vision in financial business
• Classic frameworks: Clausewitz, Sun Tzu, B.H. Liddell Hart and Machiavelli applied to the financial world
• Modern concepts: Blue Ocean vs Red Ocean and Purple Cow
• Practical strategy tools: V2R analysis and decision matrices
• Strategic decision-making: hidden traps, cognitive biases and overconfidence
• The new context of power: hyperconnectivity, hypertransparency and hyperuncertainty
• 360° strategic communication: the war over narratives and control of the key message
• Personal and organizational branding: a trustworthy identity and social purpose (MTP)
• Exponential vs hierarchical organizations: collaborative leadership amplified by AI
• Influence-based leadership vs formal authority: cases from fintechs and financial startups
• Principles of effective negotiation: a win-win approach and the counterparty's hidden interests
• Every conversation is a negotiation: valuable agreements in everyday interactions
• Managing conflicts and objections while preserving the relationship
• Practical case: a negotiation simulation of a major account or strategic alliance, with debriefing

Faculty

Armando Ríos Piter — Experto en Inteligencia Estratégica