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Mastering Negotiations

Become aware of your negotiation style and discover how to capitalize on strengths while mitigating weaknesses

> Target audienceKey benefitsKey topicsMeet the staff

Negotiators rarely get a second chance at the same negotiation and often receive little or no feedback on the efficacy of their performance. The English language program “Mastering Negotiations” (NEGa) 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 who need to conduct negotiations within their organizations as well as with outside parties.

As a German language alternative program we recommend “Professionelles Verhalten” (PV) oder "Verhandlungsführung - Intensivseminar" (IV); and a program that builds on the obtained knowledge and stresses on the negotiator himself would be “High Impact Negotiator” (NEGb).

 

Target audience

Senior or mid-level executives who wish to gain a 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.

 

Key benefits

  • enhance conceptual, strategic, and practical understanding of effective bargaining situations
  • refine critical negotiating skills
  • gain a crucial understanding of how to set up winning, value-added situations for all parties involved


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 walk-away 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

 


Testimonial

“ESMT means learning differently: from others, from experience, interactively in group exercises. Mastering Negotiations met all my expectations, with a professional preparation by the ESMT team and a group of qualified participants.”

Marty-Joern Klein, Director Institutional Clients, Allianz Global Investors KAG


 

Meet the teaching staff

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.

 

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.