Mastering Yourself as a Negotiator
especially for Alumni of Negotiating Business Success
Mastering Yourself as a Negotiator 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, rolebased negotiation scenarios – some with peers, others with actors – and learn to be an acute selfobserver. Working in small groups of four to eight people, their performance will be monitored by faculty and/or video. At the conclusion of each session, they will discuss in class and receive peer feedback on their performance. Faculty experts will also offer participants candid feedback.
Target Audience
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. Past participants include division/department heads and vice presidents of large multinational companies who deal with complex negotiation challenges and the emotional aspects involved.Key Topics
- Individual feedback on the participants' negotiation strategy, behavior, and style in different scenarios
- Videos of the participants’ negotiations so that they better understand their options when attempting to influence the other party, i.e. which version works best in a given situation
- Feedback on the participants’ conflict resolution-style; expanding the options of how to cope with conflicts in negotiations; exploring potential reactions and gaining a better understanding of how to deal with – or avoid – escalations
- Understanding how to interpret and deal with emotions during negotiation
Take-Home Value
Executives will gain a precise understanding of the prevalent behavioral patterns that may undermine their position at the negotiation table, exploring different behavioral options and learning to practice them as they fine-tune their negotiation skills.Meet the Faculty
Franziska Frank (Program Director)Full biography
Dr. jur. Franziska Frank is Head Business Development Russia and Eastern Europe as well as program director at ESMT. She received her BA and MA in Cambridge and her law degree in Munich where she also completed her PhD on “Franchising in Russia”. After working for The Boston Consulting Group for six years, she joined ESMT. She runs numerous German, English, and Russian programs and teaches on negotiations, decision making, and cross-cultural issues.
Andreas Bernhardt
Full biography
Andreas Bernhardt is a program director, executive coach and founding member of ESMT’s Center for Leadership Development Research and manages ESMT’s pool of executive coaches. He has about 20 years of practical leadership development and coaching experience, has been working as a leadership coach for ESMT, for the INSEAD Global Leadership Center in Fontainebleau, France and beyond and has designed and delivered executive programs for several international companies.
Katharina Lange
Full biography
Dr. Katharina Lange is head of practice group Life Science Industries, ESMT Customized Solutions. Pharmacist by education, Katharina holds a PhD in pharmacology from the FU Berlin. Before joining ESMT, she was head of the department of professional education at the Apothekerkammer Berlin. Katharina worked several years in business consulting, finally as manager for Deloitte. In parallel she gave lectures on structures and specifics in the life science industry at the FHTW Berlin.
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