Learn the essentials of the negotiation process
Mastering the art of negotiation creates value for the organization, builds better relationships, and paves the way for long-term business and personal success. Our program Negotiation Mastery helps managers improve their conceptual understanding of the negotiation process with an intellectual framework to organize these interactions. Participants will learn how to create and claim value in negotiations, how to effectively prepare for and structure negotiations, and will develop skills to handle more challenging situations such as negotiating in teams or in an intercultural business context.
This program has been designed for accomplished professionals who frequently conduct negotiations within their firms as well as with outside parties.
The German equivalent of this program is Professionelles Verhandeln. A complementary intensive program that builds on the knowledge and style of the negotiator is The High-Impact Negotiatior, or Verhandlungsführung - Intensivseminar in German.
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 firstname.lastname@example.org.
This program is designed for professionals with some negotiating experience who want to improve their ability to create value at the negotiating table. It is especially helpful for those engaging in multiparty deals, international negotiations, or more complex deals.
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 service firms and heads of regional or country units. Senior or mid-level executives who wish to gain an additional boost in their negotiation skills will also profit from attending.
- Enhance conceptual, strategic, and practical understandings of effective bargaining situations
- Gain expertise on how to create value for all parties in integrative negotiations
- Identify and eliminate barriers to successful negotiations across cultural boundaries
- Refine critical negotiating skills and acquire new skills to deal with special challenges
- Key principles and frameworks to employ when preparing for and conducting negotiations
- Strengths and weaknesses of various negotiation tactics and styles
- Techniques for goal-setting and the assessment of offers; evaluation of alternatives and walk-away situations
- Multi-party negotiations, coalition dynamics, the creation of lasting alliances, and sustainable agreements
- Negotiation across cultures and cultural influences on effective communication and perceptions
- Special challenges in negotiations, for example power, dirty tricks, time pressure, and difficult negotiation partners
“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
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.
Professor Martin Schweinsberg
is an assistant professor of organizational behavior at ESMT Berlin. Previously, he was an assistant professor at INSEAD. Martin obtained his PhD from London Business School and also holds an MSc (cum laude) and a BSc (with honors and cum laude) in psychology from the University of Amsterdam.
In one line of research, Martin seeks to explain how negotiators can create and claim more value and how they can avoid impasses. In a second line of research, he examines competition 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. He also examines how to make further areas of science more reproducible by crowd sourcing distinct aspects of the scientific process.
His 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 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.
He is an award-winning teacher and has taught executives as well as MBA and PhD students in Europe, Asia, and the United States. He teaches and directs open executive education programs and teaches in client-specific programs at ESMT Berlin. He 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.