Mastering Negotiations
From Experienced to Expert Negotiator
Negotiators rarely get a second chance at the same negotiation and often receive little or no feedback on the efficacy of their performance. Mastering Negotiations 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 frequently conduct negotiations within the firm as well as with outside parties.
Target Audience
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.Past Participants' Level of Responsibility
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Selection of countries
Austria, Belgium, Brazil, Czech Republic, Denmark, France, Germany, Hungary, India, Indonesia, Italy, Japan, Korea, Luxembourg, Mexico, Netherlands, P.R. of China, Romania, Russia, Singapore, Slovakia, Spain, Sweden, Switzerland, Turkey, United Kingdom, United States
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 walkaway 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
Take-Home Value
This program will help executives enhance their conceptual, strategic, and practical understanding of effective bargaining situations and refine their critical negotiating skills. Participants will gain a crucial understanding of how to set up winning, value-added situations for all parties involved.Special Features
At ESMT one of the most valuable learning opportunities is derived from the diversity of the professionals taking part in a program. Each class is made up of men and women from a variety of companies and industries, a mix beneficial to benchmarking and to learning.Meet the Faculty
Jens Weinmann (Program Director)Full biography
Before joining ESMT Customized Solutions, Jens Weinmann was project manager of the Market Model Electric Mobility, a research project financed by the German environmental ministry (BMU). From 2007 to 2009, he worked as manager at the economic consultancy ESMT Competition Analysis. Further consulting experience includes projects with the Energy Markets Group at London Business School, Omega Partners London, and the World Energy Council. He has taught master classes in environmental and resource economics at the HTW Berlin, statistics in the bachelor programs of the HWR Berlin School of Economics and Law, and was guest lecturer at Cambridge University and European Business School, London. He graduated in energy engineering (Dipl.-Ing.) at the TU Berlin and received his PhD from London Business School in Decision Sciences.
Matthew Mulford
Full biography
Dr. Matthew Mulford is currently a Senior Research Fellow at the LSE, an Affiliate Professor at HEC-Paris and a Visiting Faculty at the European School of Management and Technology in Berlin and Skolkovo in Moscow. He is formally a founding Dean of the TRIUM Global Executive MBA program. TRIUM is a joint EMBA offered by New York University's Stern Business School, HEC School of Management in Paris, and the LSE. The degree was ranked as one of the top 5 in the world by the FT in each of the years of his Deanship. Prior to his Deanship, he was a senior lecturer in quantitative methods and negotiation analysis at the London School of Economics (LSE). His research interests include the psychology of judgment and decision making in interdependent interactions, negotiation analysis, experimental game theory, and experimental research design.
ESMT European School of