idw – Informationsdienst Wissenschaft

Nachrichten, Termine, Experten

Grafik: idw-Logo
Thema Corona

Science Video Project

idw-News App:


Google Play Store



Share on: 
05/03/2017 - 05/05/2017 | Berlin

Mastering Negotiations

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. Mastering Negotiations (NEGa) helps executives improve their conceptual 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 negotiation 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.

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

Information on participating / attending:
Target audience: 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.

Tuition: 3.300 EUR


05/03/2017 09:00 - 05/05/2017 17:00

Event venue:

ESMT European School of Management and Technology
Schlossplatz 1
10178 Berlin
10178 Berlin

Target group:

Business and commerce


transregional, national

Subject areas:

Economics / business administration

Types of events:

Seminar / workshop / discussion




Bianca Schmitz


Corporate Communications and Marketing

Event is free:


Language of the text:


URL of this event:

attachment icon Leporello Mastering Negotiations


Search / advanced search of the idw archives
Combination of search terms

You can combine search terms with and, or and/or not, e.g. Philo not logy.


You can use brackets to separate combinations from each other, e.g. (Philo not logy) or (Psycho and logy).


Coherent groups of words will be located as complete phrases if you put them into quotation marks, e.g. “Federal Republic of Germany”.

Selection criteria

You can also use the advanced search without entering search terms. It will then follow the criteria you have selected (e.g. country or subject area).

If you have not selected any criteria in a given category, the entire category will be searched (e.g. all subject areas or all countries).