NEGOTIATION MASTERY

LEARN THE ESSENTIALS OF THE NEGOTIATION PROCESS

May 22 – 24, 2019November 20 – 22, 2019

ESMT Berlin

NO.1IN GERMANY

AND AMONGTHE BEST IN THE

WORLD

NAN GUO (PROGRAM DIRECTOR)is a program director at ESMT since 2018. Before joining ESMT, she was on the frontline of market entry projects for German corporates, medium-sized companies and a startup in higher education into the Chinese market. She played a key role in bringing German products and services to the Chinese market and has rich experience in building up intercul - tural teams and preparing organizations for their market expansion. Her recent projects include executive education programs on innovation & digitization for both German and Chinese clients. Her focus is to help executives develop the right market expansion strategy, understand China, new businesses and succeed in leading multinational teams.

MARTIN SCHWEINSBERGis an assistant professor of organizational behavior at ESMT Berlin. Previously, he was an assistant professor at INSEAD. Martin obtained his PhD from London Business School and also holds an MSc (cum laude) and a BSc (with honors and cum laude) in psychology from the University of Amsterdam.In one line of research, Martin seeks to explain how negotia-tors can create and claim more value and how they can avoid impasses. In a second line of research, he examines compe-tition 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. He also examines how to make further areas of science more reproducible by crowd sourcing distinct aspects of the scientific process. He is an award-winning teacher and has taught executives as well as MBA and PhD students in Europe, Asia, and the United States. He teaches and directs open executive education programs and teaches in client-specific programs at ESMT Berlin. He 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.

NEGa FACULTY

NAN GUO, NEGa Program Director

Program prices are net prices. Value-added tax will be added where it is legally required. Deductions for items such as banking fees, withholding taxes, or cash discounts for prompt payment are not possible.

According to Art. 132 (1) i of the Council Directive 2006/112/EC of 28 November 2006 on the common system of value added tax, this service is exempt from VAT.

* Tuition includes all program material, on-campus meals, and selected evening events.

For general terms and conditions go to:www.esmt.org/gtc

TUITION*

€3,800

WHO SHOULD ATTEND 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.

INDIVIDUAL KEY BENEFITSThis program will help participants enhance their conceptual, strategic, and practical understandings of bargaining situations and refine their critical negotiation skills. Participants will gain a fundamental understanding of how to set up winning value-added situations for all parties involved.

ORGANIZATIONAL BENEFITSAll ESMT programs are practice-oriented and create new perspectives. This means that participants profit from the current research being applied in business today, research that can be implemented once participants return to their organizations. Furthermore, this course provides both the participants and their organizations with fresh perspectives and a solid network of global business contacts.

REPRESENTATIVE JOB TITLES OF FORMER PARTICIPANTS INCLUDE

Account Manager, Acquisition Manager, Actuarial Manager, Business Analyst, CEO, CFO, Chief Operations Officer,

Chief Underwriter, Commercial Engineer, Director of Strategic Marketing, Director Project and Services, Financial Analyst, Financial Systems Specialist, Head of Credit,

Head of International Business Development, Head of Product Management, Head of Regulatory Strategy,

Head of Sales, Head of Talent Management, Head of Technology Innovation, Key Account Manager,

Lead Buyer, Legal Counsel, Operations Director, Principal, Senior Expert, Senior Manager Regulatory Affairs,

Senior Underwriter, Technical Director, Vice President

COMPANIES REPRESENTED INCLUDE

Acciona Energy Poland Global, Allianz, Almeer Group, Alston & Bird, B. Braun Melsungen, BASF, Bayer, BMW,

Bombardier Transportation, Bonduelle, Boston Consulting Group, Brownian E-Motions, CardProcess,

CLAAS, CNN International, Commerzbank, Gumlink Confectionery Company, Continental, Daimler,

Deutsche Bank, Deutsche Post, Deutsche Telekom, Dublin City University, E.ON, EADS, Evonik Industries,

Felix Schoeller Holding, Gazprom Germania, Haci Ömer Sabanci Holding, Henkel, Hilti,

International Moscow Bank, ista International, Japan Tobacco, KPMG, Lufthansa, MAN, Merck,

MOL Hungarian Oil and Gas Public, Münchner Rück, My Finance Coach, National Bank of Poland,

Nokia Solutions and Networks, Novo Nordisk, OOO Nanobarrier, Panavia Aircraft, Philips, Robert Bosch,

Sal. Oppenheim, Sanofi-Aventis Deutschland, SAP Deutschland, Siemens, Swiss International Air Lines,

Turner Broadcasting System, Voith Paper, VR Leasing, thyssenkrupp, TÜV Rheinland, UniCredit, uniper

COUNTRIES REPRESENTED INCLUDE

Austria, Bahrain, Belgium, Brazil, Bulgaria, Canada, China, Czech Republic, Denmark, France, Germany, Hungary, India, Indonesia, Ireland, Italy, Japan, Liechtenstein, Luxembourg, Mexico, the Netherlands, Norway, Poland, Romania, Russia, Singapore, Slovakia, Spain, Sweden, Switzerland, Thailand,

Turkey, Ukraine, United Arab Emirates, United Kingdom, United States

NEGa PARTICIPANT

GROUPSMastering the art of negotiation creates value for the

organization, builds better relationships,and paves the way for long-term business and personal success.

Negotiation Mastery (NEGa) helps managers improve their conceptual understanding of the negotiation process with an intellectual framework to organize these interactions. Parti-cipants will learn how to create and claim value in negotiations, how to effectively prepare for and structure negotiations, and will develop skills to handle more challenging situations such as negotiating in teams or in an intercultural business context.

This program has been designed for accomplished pro-fessionals who frequently conduct negotiations within their firms as well as with outside parties.

✓ Key principles and frameworks to employ when preparing for and conducting negotiations

✓ Strengths and weaknesses of various negotiation tactics and styles

✓ Techniques for goal-setting and the assessment of offers; evaluation of alternatives and walk-away situations

✓ Multi-party negotiations, coalition dynamics, the creation of lasting alliances, and sustainable agreements

✓ Negotiation across cultures and cultural influences on effective communication and perceptions

✓ Special challenges in negotiations, for example power, dirty tricks, time pressure, and difficult negotiation partners

TOPICS INCLUDE

We have designed an experience-based program for exec-utives. As a result, NEGa relies on methods specifically chosen for this group, including business cases, lectures, discussions with peers and faculty, individual and group work, and plenary discussions.

METHODS

POSTGRADUATE DIPLOMA IN MANAGEMENT –

YOUR RETURN ON INVESTMENT

POSTGRADUATE DIPLOMA IN MANAGEMENT

The Postgraduate Diploma in Management is a university-level certificate offered by ESMT Berlin. To acquire this diploma, candidates have to enroll for a minimum of three program weeks (18 days) spread over a period of 30 months. The postgraduate syllabus covers all major topics on leader-ship and general management.

We have further divided the course of study into three tracks: Leadership and Social Responsibility, Managing Technology, and General Management. The tracks allow par ticipants to customize their course of study to suit their personal needs.

The programs have been designed – and will be led – by ESMT faculty members and ESMT visiting faculty, who will also advise participants throughout their studies. Programs are offered in both German and English.

Tuition fees vary, depending on the number of programs participants choose.

Negotiation Mastery is part of the cluster Core Compe tencies and counts toward 3 of the 18 days necessary to gain the diploma.

For more information go to: www.esmt.org/postgraduatediploma

ESMTEuropean School of Management and Technology GmbH

ESMT BerlinSchlossplatz 110178 BerlinGermany

www.esmt.org/negotiationwww.esmt.org

Marty-Joern Klein, Director Institutional Clients, Allianz Global Investors

❝ESMT means learning differently: from others, from experience, interactively in group exercises. The program met all my

expectations, with a professional preparation by the ESMT team and a group of qualified participants.

PROGRAM MANAGER

With respect to the program’s organization andyour accommodation during the program, pleasecontact the program manager, Rachel Wang.

+49 30 21231-8042rachel.wang@esmt.org

ADMISSIONS MANAGER

Our admissions manager, Laura Campos, will be glad to answer any questions you might have regarding this program.

+49 30 21231-1036laura.campos@esmt.org