Negotiation is a core management task
Because it is rarely analyzed, managers are often unable to assess how well they perform as a negotiator, or how to increase the negotiating performance of their employees and organizations. As a result, every manager entrusted with negotiation faces the question: Which processes, approaches, and behaviors are best suited to build sound business relationships and at the same time secure the most profitable outcomes?
Participants come from procurement, sales, key account management, marketing, project management, M&A, investment management, and human resources and are confronted with extensive negotiation situations in their daily work.
- learn to plan the negotiation strategy before taking a seat at the negotiation table
- analyze participant’s personal negotiation style
- assess different types of negotiations
- understand how others perceive and react to different styles of negotiation
- learn how to secure good deals
- receive analysis and management tools to increase long-term bargaining power
- Preparing negotiations
- Strengthening and enforcing a negotiating position
- Recognizing individual negotiating styles and extending the participant’s repertoire
- Using different interests for mutual advantage and building positive business relationships
- Dealing with difficult negotiation situations
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.