Negotiating in an Intercultural Context

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Negotiation Pays Off

Negotiations are core to business and excellent negotiation skills are key to organizational and personal success. This course provides an overview about the core concepts to be considered during international negotiations.

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  • Obtain different perspectives to negotiations i.e. the negotiation process, the principles of persuasion and complex negotiations.
  • Develop negotiation skills and self-awareness for successful negotiations.
  • Deepen your understanding about your own predisposition and approaches to overcome personal limitations.
  • Understand your own cultural setting and increase intercultural competence.


Participants will deepen their understanding of the negotiation process, the principles of persuasion, and human biases in complex negotiations. It informs the executive about its own cultural pre-dispositions and values as well as overlaps and areas of conflicts when interacting with others.

Your Coach


Christian Schäfer

Personal Information

  • Living in Frankfurt, Germany
  • 52 years old

Professional Career

  • 2023 - today European Central Bank – Chair of the digital euro scheme rulebook development group
  • 1997 - 2022 Deutsche Bank – Various regional and global Product Management roles in corporate banking

Focus and Experience

  • Cross-cultural Negotiations
  • Change and Project Management
  • Leadership
  • Innovation
  • Strategy


Located in the heart of the German and European economy, Mannheim Business School (MBS), the umbrella organization for management education at the University of Mannheim, is considered to be one of the leading institutions of its kind in Germany and is continuously ranked as Germany’s #1.


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