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Mastering Negotiations

Executive education program in English

Mastering Negotiations (NEG.48)

Duration: 3 Days
Location: Berlin
Dates: 25. - 27. Nov 2024
4,100 €

Mastering Negotiations (NEG.49)

Duration: 3 Days
Location: Berlin
Dates: 2. - 4. Apr 2025
4,100 €

Mastering Negotiations (NEG.50)

Duration: 3 Days
Location: Berlin
Dates: 24. - 26. Nov 2025
4,100 €

Negotiate effectively, successfully, and confidently

Negotiation is a vital skill for any leader, but it can be difficult to practice in real-life situations, where you’re unlikely to receive feedback or get opportunities to experiment with new tactics. 
Mastering Negotiations is your chance to level-up from an experienced negotiator into an expert one. Utilizing a “workshop-style” format, it offers you the opportunity to actually practice new negotiation styles, experience new scenarios and learn from the diverse perspectives of your class mates. 
The course will: 

  • Help you identify the right negotiating tactics for different scenarios 

  • Teach you how to both claim value and add value during negotiations 

  • Develop your skills handling complex or challenging negotiations 

  • Allow you to practice new tactics and learn by doing 

Want to attend a German-language version of this course? Visit the page for Souverän Verhandeln.

Mastering Negotiations (NEG.48)

Duration: 3 Days
Location: Berlin
Dates: 25. - 27. Nov 2024
4,100 €

Mastering Negotiations (NEG.49)

Duration: 3 Days
Location: Berlin
Dates: 2. - 4. Apr 2025
4,100 €

Mastering Negotiations (NEG.50)

Duration: 3 Days
Location: Berlin
Dates: 24. - 26. Nov 2025
4,100 €

Your profile

  • You are an experience professional, senior manager or executive. 

  • You are frequently required to conduct negotiations either with internal or external parties. 


  • Learn by doing in a hands-on, workshop style program 

  • Enhance your conceptual, strategic and practical understanding of negotiation 

  • Refine your negotiation skills 

  • Understand how to set up value-adding negotiation scenarios 


  • Key principles and frameworks for negotiations 
  • Assessment and evaluation of offers 
  • Avoiding traps and mental biases
  • Multiparty negotiations and team negotiations
  • Coalition dynamics, creation of lasting alliances, and sustainable agreements 
  • Managing conflict in negotiations 



Mastering Negotiations: Program overview by Matt Mulford

Meet our teaching staff

The programs have been 
designed – and will be led –
by ESMT faculty members 
and ESMT visiting faculty. 
They will also guide and 
advise you throughout 
your studies.

Kristina Vadlja

Program Director, Executive Education, ESMT Berlin

Program Structure

Day 1

  • A conceptual framework for analyzing negotiations 
  • Negotiation efficiency and value creation 
  • Complexity and strategic flexibility 

Day 2

  • The psychology of negotiation 
  • Multiparty negotiations
  • Coalition dynamics

Day 3

  • Your personal negotiation style
  • Dealing with conflicts 


"In 2022, I had the opportunity to practice one of my favorite sports: negotiation! Moreover, I had the privilege of doing so in a safe environment guided by exceptional faculty from ESMT Berlin and surrounded by accomplished professionals who provided highly valuable peer-to-peer feedback.

I also achieved higher levels of self-awareness by reflecting on my own negotiation style and the conflict-handling modes I tend to naturally rely more on. Simply being aware of this can be such a powerful tool. And above all, I had tons of fun!"

Marianella Chabaneau, Chief Operating Officer, Green Enesys

"I chose this program because the topic of negotiation is always a controversial one, and I was intrigued by the idea of learning techniques that could be applied to work life and beyond. The highlights included learning ethical negotiations, considering not only techniques but also how to manage feelings, and how to achieve a great deal for all parties involved. 

I recommend this program to project managers, managers, and individuals in direct client interactions. It's an amazing course where you can learn by doing, so don't be shy—take the challenge and join the ESMT Community starting with Mastering Negotiation!" 

Alessia Rossi, Senior Consultant, Allianz Consulting

Testimonial "Mastering Negotiations"

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
Testimonial "Mastering Negotiations"

This exceptional learning experience focused on various negotiation strategies and techniques. A standout aspect was Matt and Andreas' ability to create a collaborative and interactive learning environment.

Markus Lamb, CEO EMEA/APAC & Managing Director, STOCKMEIER Urethanes Beteiligungs GmbH

Postgraduate Diploma in Management

This program can also be taken as part of the Postgraduate Diploma in Management curriculum. Bring your career to the next level and gain the formal recognition of your professional development with this university-level certificate.

Earn your certificate

Your program advisor

​​​​​​​Beatrix Becker
Head of Business Development, ESMT Berlin

Phone: +49 30 21231 6205

Request a call back


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