High-Impact Negotiator

Refine your acumen with professional feedback on your negotiation behavior

> Target audienceKey benefitsKey topicsMeet the staff

The English language program, “High-Impact Negotiator” (NEGb), 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, participants will be presented with tough, role-based negotiation scenarios – some with peers, others with actors – and learn to be acute self-observers. Working in small groups, their performances will be monitored. This seminar will bring participants to negotiation tables and offer them a deeper understanding of how specific behaviors evoke certain responses from negotiation partners. They will also gain a deeper understanding of the role of emotion in negotiation: how to leverage it, channel it, and diffuse it in strategically beneficial ways. Armed with these insights, participants will be better able to self-monitor and guide their strategic behavior for future negotiation success.


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.


Key benefits

  • gain a precise understanding of the prevalent behavioral patterns that may undermine positions at the negotiation table
  • explore different behavioral options and learn to practice them as you fine-tune your negotiation skills
  • a solid network of global contacts


Key topics

  • Receiving individual feedback on negotiation strategy, behavior, and style in different scenarios
  • Using videos of negotiations to better understand options
  • Receiving feedback on conflict-resolution style; expanding the options of how to cope with conflicts in negotiations
  • Understanding how to interpret and deal with emotions while negotiating



“Best training experience in my professional life! I am extremely grateful.”

Juan Tito, Sales Director, Siemens AG


Meet the teaching staff

Dr. Franziska Frank (Program Director)

Affiliate Program Director, ESMT Berlin

Before, Franziska worked for six years as a consultant with The Boston Consulting Group. Her focus was on insurance and media projects. She has also gained professional experience as a lawyer and a free-lance journalist. Franziska received her legal degree with two state exams and her PhD from Munich University.

In addition, her areas of competency lie in Russia and Eastern Europe. Her PhD was in Russian law. When conducting programs for Russian and Eastern European companies she teaches sessions in both Russian and English. She has also published on specific Russian cross-cultural topics.

Franziska’s teaching and research focus on international growth strategies, behavioral decision-making, cross-cultural issues, and negotiations.


Andreas Bernhardt

Executive development advisor and lead coach, ESMT Berlin

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 30 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.

He is co-designer and convenor of ESMT's yearly Coaching Colloquium, was co-organizer of the International Coaching Research Forum in collaboration with the Institute of Coaching at McLean/Harvard Medical School, and regularly contributes to top academic and practitioner conferences. His current consulting and research interests focus on leadership development, executive coaching, HR management, and leading and coaching teams in tough times. He is co-editor of the new book "Tricky Coaching: Difficult Cases in Leadership Coaching" together with Konstantin Korotov, Manfred Kets de Vries and Elizabeth Florent-Treacy.

He teaches and coaches in the areas of Leadership, Organizational Behavior, Coaching, Negotiations and Change in MBA, Executive MBA, open enrollment, and company specific executive programs. Andreas consults globally operating companies on issues of executive coaching, leadership development, and leading people and teams in challenging times. He also regularly coaches executives on leadership and career issues.

He studied Clinical and Organizational Psychology, Management and Organizational Behavior, holds a Master's degree in Psychology, and is an alumnus of INSEAD's long-term executive program „Consulting and Coaching for Change" directed by Professor Manfred Kets de Vries.

Additionally, Andreas has held the position of Head of Leadership and Human Resource Management Programs for ESMT Berlin Campus Schloss Gracht and prior to this worked for several years in the Banking Industry as well as for the German State Police Forces.

Matthew Mulford, PhD

ESMT Berlin Visiting Senior Lecturer and Director of TRIUM EMBA Program London School of Economics (LSE), London, UK

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. 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.

He received a PhD from the University of Oregon where he worked in the Richard J. Hill Institute of Social Cognition and Decision Making. He has a Master's degree from New York University, where he studied game theory and politics. Matthew has designed, directed and/or taught executive training courses in more than 20 countries for a variety of clients.