Verhandlungsführung Intensivseminar

Verhandlungsführung - Intensivseminar

Boost your negotiation power with professional feedback and coaching

> Target audienceKey benefitsKey topicsMeet the staff

The 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.

A 10 % price reduction in the tuition fee is granted if participants book the basic and intensive programs together. Please talk to our admissions team or send an e-mail to


Target audience

This course is designed for professionals who already have experience in the field of negotiating and would like to update, deepen, and broaden them.


Key benefits

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.


Key topics

  • 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


Meet the staff

Nan Guo (Program director)

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 Chinese market and has rich experience in building up intercultural teams and prepare organizations for its market expansion. Her recent projects include executive education programs on innovation & digitization for both German and Chinese clients.

Her focus is to help executives develop the right market expansion strategy, understand China, new businesses and succeed in leading multinational teams.

Andreas Bernhardt

Andreas Bernhardt is executive development advisor and lead coach at ESMT Berlin in Germany, founding member of ESMT's Center for Leadership Development Research, and manages ESMT's pool of executive coaches. He has over 20 years of practical leadership development experience with executives from more than 50 countries and has designed and delivered executive programs for several international companies. He is also an executive coach with the Global Leadership Centre at INSEAD, one of the world's leading business schools.

Mark A. Young

Mark is visiting lecturer at ESMT and an independent consultant, trainer, writer and lecturer in the field of mediation and negotiation skills training and analysis. Mark’s business career has afforded him ample opportunities to do so, as he has served as a corporate lending officer at Chase Manhattan Bank, a strategic consultant at McKinsey & Company, a partner at Price Waterhouse Corporate Finance and a trade negotiator in the US Department of Commerce.