Become aware of your negotiation style and discover how to capitalize on strengths while mitigating weaknesses
Negotiators rarely get a second chance at the same negotiation and often receive little or no feedback on the efficacy of their performance. Negotiation Mastery (NEGa) helps executives improve their con ceptual 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 nego tiation 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 frequently conduct negotiations within the firm as well as with outside parties.
As a German language alternative program we recommend “Professionelles Verhandeln” (PV) oder "Verhandlungsführung - Intensivseminar" (IV); and a program that builds on the obtained knowledge and stresses on the negotiator himself would be “Negotiation Excellence” (NEGb).
Senior or mid-level executives who wish to gain an additional 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.
- 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 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
“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)
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.