Mastering Negotiations
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 advanced 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 classmates.
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.
Key facts
Your profile
-
You are an experience professional, senior manager or executive.
-
You are frequently required to conduct negotiations either with internal or external parties.
Benefits
-
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
Topics
- Key principles and frameworks for negotiations
- Negotiation tactics and styles
- Assessment and evaluation of offers
- Multiparty negotiations, coalition dynamics, the creation of lasting alliances, and sustainable agreements
- Cross-cultural negotiations and influences on effective communication and perceptions
- Game-theory approaches to strategic interactions and identification of power asymmetries
Downloads
Mastering Negotiations
Application form
Kristina Vadlja
Matthew Mulford
Andreas Bernhardt
Program structure
- A conceptual framework for analyzing negotiations
- Negotiation efficiency and value creation
- Complexity and strategic flexibility
- The psychology of negotiation
- Multiparty negotiations
- Coalition dynamics
- Your personal negotiation style
- Dealing with conflicts
“It's an amazing course where you can learn by doing, so don't be shy—take the challenge and join the ESMT Community!
”
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.
“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.
Earn Your Postgraduate Diploma
This program can be taken as part of the Postgraduate Diploma in Management curriculum.
Need more information?
Contact our program advisors:
- Fill out our Request Information form
- Phone: +49 30 21231 1490
- Email: bd@esmt.org
