Mastering Negotiations

ESMT

How long?

  • from 3 days
  • online, in person

What are the topics?

ESMT

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Read more about Negotiations

Negotiating is a skill that everyone needs because throughout our lives we face situations that require us to communicate correctly, whether it's buyi...

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Who should attend

Accomplished professionals who frequently conduct negotiations within their firms as well as with outside parties.

About the course

Learn the essentials of conducting successful negotiations

Mastering Negotiations will transform you from an “experienced” negotiator into an “expert” negotiator. You will be provided with a conceptual framework for analyzing negotiations, enabling you to organize and leverage your own negotiation experience. You will learn how to not only claim but also create value during negotiations. In addition, you will develop skills to handle challenging and complex negotiation situations such as negotiating in teams, crosscultural negotiations, as well as multiparty and multi-issue negotiations, where coalition dynamics become an important determinant of success.

Key benefits

  • Enhancing your conceptual, strategic, and practical understanding of negotiation
  • Refining your critical negotiation skills
  • Gaining a fundamental understanding of how to set up value-adding negotiation scenarios

Key topics

  • Key principles and frameworks for negotiations
  • Negotiation tactics and styles
  • Assessment and evaluation of offers
  • Multiparty negotiations, coalition dynamics, the creation of lasting alliances, and sustainable agreements
  • Cross-cultural negotiations and influences on effective communication and perceptions
  • Game-theory approaches to strategic interactions and identification of power asymmetries

Agenda

Day 1

  • A conceptual framework for analyzing negotiations
  • Negotiation efficiency and value creation
  • Negotiation styles

Day 2

  • Complexity and strategic flexibility
  • Complexity, teams, and intercultural negotiation

Day 3

  • The psychology of negotiation/coalition dynamics
  • Multiparty negotiations

Experts

Matthew Mulford

Biography Matthew Mulford teaches in various HEC Executive Education programs, such as HEC Executive MBA and customized programs, which he also designs and facilitates as Academic Director. Matt Mulford joined the London School of Economics (LSE) faculty in 1995 where he has been a senior lectur...

Nan Guo

Nan Guo is a program director at ESMT since 2018. Before joining ESMT, She was on the frontline of market entry projects for German corporates, medium-sized companies and a startup in higher education into the Chinese market. She played a key role in bringing German products and services to the C...

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Mastering Negotiations at ESMT

From  EUR 3 800$4,658
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Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Negotiations

During Negotiations courses, you will learn the following components of negotiations: planning negotiations and useful tools, starting your conversation, working out objections and competent argumentation, imposing your own price and conversation dev...

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

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