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Negotiation

DateFebruary 7 - 11, 2011
Length5 days
LecturerProf. Alain Lempereur, S.J.D., Harvard
Subject AreaManagement, Leadership & Strategy
LocationMannheim Business School Campus

Effective communication is an essential element for successful negotiations.

This open MBA program focuses on improving your analytical and interpersonal communication skills in negotiations. It will show you how important it is to prepare before action and to debrief afterwards, and how improving the working relationships within an organization, as well as with your opposition, are of vital importance before taking any other actions. It is essential that you use active listening before active speaking, asking relevant questions before presenting persuasive arguments. You should also create value with others, before claiming value for yourself, and deal with emotions before focusing on substantial problem-solving. Participation in this program will make you more confident for future negotiations.

Please note: this course, referred to as an "Open MBA program" is also open to participants of our world-renowned full-time MBA program.
This means that you can expect to share your learning experience with highly ambitious and dedicated young professionals who come from a wide variety of cultural, academic and professional backgrounds.

Program Outline

Program Outline

This interactive open MBA program includes practical simulations that you will be asked to prepare before class, then act out in role-play situations with other participants, in pairs or in teams, and then debrief with the entire group. The teaching method is based on "telling, showing, and doing" so that each participant progressively develops a more efficient personal negotiation method.

Your Key Benefits

Your Key Benefits

  • Increase awareness of negotiation complexity
  • Become a better analyst of negotiations
  • Enhance negotiation skills, thus broadening your repertoire
  • Deal efficiently with tension, differences and conflicts
  • Learn how to improve working relationships with subordinates, peers and superiors
  • Find out how to really learn from experience

Certificate

At the end of the open MBA program, each participant will be awarded a Mannheim Business School certificate.

Who should attend?

Who should attend?

  • Mid-level executives who wish to enhance their negotiation capabilities.
  • High-potentials looking for a hands-on negotiation seminar.
  • Professionals seeking to learn negotiation skills based on the Harvard Negotiation Concept.

Learning and Teaching Methods

Learning and Teaching Methods

  • Group work
  • Application exercises
  • Simulations
  • Debriefing
  • Summary lectures
  • Video
  • Readings
  • Examination included in the program.

Required Reading:

Participants will be provided with program material before the start of the program. We strongly recommend reading the material and preparing for the program in order to participate successfully.

Faculty Spotlight

Faculty Spotlight

Prof. Alain Lempereur. S.J.D.

Alain Lempereur is the Negotiation and Mediation Chair Professor at ESSEC Business School - Paris & Singapore. He previously carried out research at the United Nations Institute for Training and Research (UNITAR), Harvard University, Cambridge, MA. His areas of expertise include leadership, mediation, negotiation, conflict and crisis management, diplomacy, collective bargaining, sustainable development, coaching and team building.

He has published numerous papers in renowned journals such as Négociations, European Review, International Negotiation, Negotiation Journal and Harvard Negotiation Law Review. Professor Lempereur also acts as a consultant for Executive Education and Coaching in the areas of leadership, dispute resolution and deal-making in international and European, public and private contexts.

Application & Fees

Application & Fees

Tuition Fee

3,100 € including VAT, all program material and coffee breaks.

Special Offers

  • Early Bird Offer: Application 8 weeks before program start will result in a 150 Euro reduction of the tuition fee.
  • Alumni: Members of the Mannheim Business School and University of Mannheim Alumni Networks will receive a tuition fee reduction of 15% (after early bird reduction).
  • Non-Alumni: Booking two programs together will result in a 5% fee reduction. Booking three programs together will result in a 10% reduction (after early bird reduction).

Contact Us

For further information regarding this program, please e-mail execed(at)mannheim-business-school.com or phone +49 (0)621 181 37 21. To apply, please download our application form.

Dates, prices and locations are subject to change.

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