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European School of Management and Technology

Negotiation Excellence

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Next dates

Dec 11—12
2 days
Berlin, Germany
EUR 2900 ≈USD 3258
EUR 1450 per day




Refine your acumen with professional feedback on your negotiation behavior.

Negotiation Excellence (NEGb) has been designed for executives who are sure of their systematic, conceptual grasp of negotiation strategies and have mastered the particular skills needed to prepare and carry out successful negotiations. Nevertheless, they are rarely aware of how others perceive them, or how their negotiating style may have them leaving money on the table. For these executives, it may be time to refine their acumen with professional, unbiased, and constructive feedback on their individual negotiation behavior.

Over two days of rigorous, intensive work sessions, participants will be presented with tough role-based nego tiation scenarios – some with peers, others with actors – and learn to be acute self-observers. Working in small groups of four to eight people, their performances will be monitored by faculty and/or video. This seminar will bring participants to negotiation tables and offer them a deeper understanding of how specific behaviors evoke certain responses from nego tiation partners. They will also gain a deeper understanding of the role of emotion in negotiation: how to leverage it, channel it, and diffuse it in strategically beneficial ways. Armed with these insights, participants will be better able to self-monitor and guide their strategic behavior for future negotiation success.

Key benefits

  • gain a precise understanding of the prevalent behavioral patterns that may undermine positions at the negotiation table
  • explore different behavioral options and learn to practice them as you fine-tune your negotiation skills
  • a solid network of global contacts

Key topics

  • Receiving individual feedback on negotiation strategy, behavior, and style in different scenarios
  • Using videos of negotiations to better understand options
  • Receiving feedback on conflict-resolution style; expanding the options of how to cope with conflicts in negotiations
  • Understanding how to interpret and deal with emotions while negotiating

Who should attend

Senior or mid-level executives who wish to focus on their individual negotiation styles and better understand the psychological make-up of the opposite side.


Martin Schweinsberg is an assistant professor of organisational behaviour at ESMT Berlin. Previously he was an assistant professor at INSEAD. Martin obtained his PhD from London Business School and also holds a MSc (cum laude) and a BSc (with honours and cum laude) in psychology from the Universi...


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