Verhandlungsführung - Intensivseminar
Update, broaden, and deepen your negotiation skills
The German-language program “Verhandlungsführung – Intensivseminar” was designed for executives who have already gained experience at the negotiation table and are familiar with the principles of successful negotiations. In this program, they are encouraged to take the next step and learn how to affect the other party as well as learn which behaviors are detrimental, how to mentally prepare, and how to act as a negotiating partner.
If whole teams negotiate instead of just individuals, we are dealing with an even more difficult situation than negotiating in a narrow circle. The additional dynamics as well as the diverse reactions that take place in and between the teams require concentrated and constructive steering toward the desired negotiation result.
Participants also learn how to de-escalate conflicts, recapture established situations, and win negotiation partners who will stick to an agreement and be willing to establish future business.
In a safe program environment and on the basis of role plays and simulations, the participants rehearse the newly learned behaviors in order to be able to apply them later in their businesses.
This course is designed for professionals who already have experience in the field of negotiating and would like to update, deepen, and broaden them.
This program was designed for managers who would like to refresh or extend their knowledge of negotiations. They will learn how to successfully lead complex negotiations methodically and how to deal with obstacles and confusion. By simulating negotiation situations in a “safe environment,” new approaches can be tried and tested.
- Expand and improve your negotiating style
- Different negotiation strategies for different situations
- Successfully lead multilateral and complex negotiations over the whole process
- Update and deepen your knowledge about how to prepare negotiations
- Controlling negotiations
Professor Martin Schweinsberg (PROGRAM DIRECTOR)
Assistant Professor of Organizational Behavior, ESMT Berlin
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 University of Amsterdam.
In one line of research Martin's research seeks to explain how negotiators can create and claim more value and how they can avoid impasses. In a second line of research Martin examines competitions for social status. Martin’s dissertation examined the systematic errors people make in their pursuit of higher status and asks specifically whether and why people overestimate their happiness after gaining status. Martin also examines how to make more science more reproducible by crowdsourcing distinct aspects of the scientific process.
Martin’s research has been published in the Journal of Experimental Social Psychology, Social Psychological and Personality Science, and in Nature: Scientific Data. Martin’s work has been covered in The Harvard Business Review, The Atlantic, Slate Magazine, National Affairs and 538, among others.
Martin currently serves on the editorial board of Nature: Scientific Data and as a reviewer for several management journals.
Martin is an award-winning teacher and has taught Executives, MBA and PhD students in Europe, Asia, and the U.S. Martin teaches and directs ope executive education programs iand teaches in client-specific programs at ESMT Berlin. Martin has also taught in INSEAD’s flagship open executive and client-specific programs. Martin has won INSEAD’s prestigious Dean's Commendation for Excellence in teaching three years in a row.