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European School of Management and Technology

Negotiation Mastery

Nov 20—22, 2019
3 days
Berlin, Germany
EUR 3800 ≈USD 4187
EUR 1266 per day
May 27—29, 2020
3 days
Berlin, Germany
EUR 3800 ≈USD 4187
EUR 1266 per day
Nov 11—13, 2020
3 days
Berlin, Germany
EUR 3800 ≈USD 4187
EUR 1266 per day

How it works

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Description

Become aware of your negotiation style and discover how to capitalize on strengths while mitigating weaknesses

Negotiators rarely get a second chance at the same negotiation and often receive little or no feedback on the efficacy of their performance. The English language program Negotiation Mastery (NEGa) helps executives improve their conceptual understanding of the negotiation process with an intellectual framework to organize these interactions. Participants will learn the art of negotiation and value creation by using new concepts tailored to different types of deals. They will become aware of their particular negotiation style and discover how to capitalize on their strengths while mitigating their weaknesses.

This program has been designed for accomplished professionals working for first-class companies who need to conduct negotiations within their organizations as well as with outside parties.

Key benefits

  • enhance conceptual, strategic, and practical understanding of effective bargaining situations
  • refine critical negotiating skills
  • gain a crucial understanding of how to set up winning, value-added situations for all parties involved

Key topics

  • Key principles and frameworks to employ when preparing for and conducting negotiations
  • Strengths and weaknesses of various negotiation tactics and basic negotiation styles
  • Techniques for goal-setting and the assessment of offers; evaluation of alternatives and walk-away situations
  • Identification and removal of barriers to agreement, establishment of trust, conflict mitigation, and resolution; cooperation and negotiation in teams
  • Multi-party negotiations, coalition dynamics, creation of lasting alliances, and sustainable agreements
  • Game-theory approaches to strategic interactions and identification of power asymmetries

Who should attend

Senior or mid-level executives who wish to gain an additional boost in their negotiation skills. Past participants include division/department heads and vice presidents of large multinational companies who deal with complex negotiation challenges, as well as partners of professional services firms and heads of regional or country units.

Experts

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...
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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Next dates

Nov 20—22, 2019
3 days
Berlin, Germany
EUR 3800 ≈USD 4187
EUR 1266 per day
May 27—29, 2020
3 days
Berlin, Germany
EUR 3800 ≈USD 4187
EUR 1266 per day
Nov 11—13, 2020
3 days
Berlin, Germany
EUR 3800 ≈USD 4187
EUR 1266 per day

How it works

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