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Dates:
Module 1: 29. May – 02.June, 2017; Module 2: 21. – 25. August, 2017
Duration:
Module 1: 5 Days; Module 2: 5 days
Location:
Schloss Gracht
Tuition:
€6.500
Target audience

Participants are high potentials who need to learn cross-functional management skills as well as how to hone their skills as a business leader and manage themselves and others.

Key topics
  • Strategic management
  • Value-oriented management
  • Marketing management
  • Managing yourself and others
  • Personality and leadership
  • Forming and managing teams
  • Management style and authentic leadership
Take-home value
  • understand core business functions and how they are interrelated
  • master financial metrics and value drivers and learn how they can be leveraged to increase the value of a company
  • understand the mechanisms of successful collaborations
  • develop the skills to lead people and teams
  • discover and evaluate a personal leadership style
Dates:
Module 1: 5. - 8. Dec 2017; Module 2: 30. Jan - 2. Feb 2018
Duration:
Module 1: 4 Days; Module 2: 4 Days
Location:
Schloss Gracht
Tuition:
7,300 €
Target audience

Participants are successful, seasoned business leaders with many years of management and budget responsibilities. They need to update their know-how, share business experiences with their peers, and develop new leadership concepts for their business practices.

Key topics
  • Digital Darwinism: business models under pressure
  • Management of innovation and the protection of intellectual property
  • Leadership challenge: Generation Y
  • Leadership in change processes and crises
  • Strategy implementation through organizational development
  • Management responsibility: mental health
  • The future of the EU: a look behind the scenes
  • Ethical business management in global business: A cultural question?
Take-home value

strategic respite from everyday tasks to discuss the current business environment with management experts and reach sound strategic and leadership conclusions

Dates:
13. - 15. Nov 2017
Duration:
3 days
Location:
ESMT Berlin
Tuition:
3,300 €
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 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
Take-home value
  • 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
Dates:
13. - 15. Dec 2017
Duration:
3 days
Location:
ESMT Berlin
Tuition:
3,300 €
Target audience

Managers with several years of professional experience in sales, marketing, or customer management.

Key topics
  • Managing the salesforce: Setting, monitoring, and steering the right key performance indicators
  • Solution selling: Building the capabilities required for selling complex service solutions
  • Digitalization: Transforming sales management through analytics and automation
  • Managing the change: Achieving buy-in from sales managers and sales representatives
Take-home value
  • approaches to modern sales management
  • get to know new frameworks and concepts, research insights, and best-practice examples
  • take a critical look at personal approaches to sales management and plan specific actions for optimization
  • transport the competencies required for a contemporary management of sales into a company
  • capitalize on the exchange between executives form different industries
Dates:
Sep 13-15, 2017
Duration:
3 days
Location:
ESMT Berlin
Tuition:
3,000€
Target audience

Executives concerned with initiating, accompanying, managing, or leading change initiatives.

Key topics
  • Understanding the need for change and the challenges accompanying it
  • Archetypes and dynamics of change processes
  • Why change initiatives fail
  • Factors of successful change
  • Dealing with resistance
  • Influencing others to change
  • Individual preferences in change interactions
  • Understanding and leading technical and adaptive change
  • Frameworks and tools for understanding and leading change
Take-home value
  • greater awareness of change processes, typical patterns, and their challenges.
  • deeper understanding of change as a major aspect of organizational life.
  • frameworks and tools to initiate and successfully implement necessary change.
  • solid network of global contact

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