EMIB / Executive Master in International Business


Diana Clarke

Management Skills

Affiliate Professor
Madrid Campus

Course Objectives


  • Master the techniques and tools for preparing strategic negotiations
  • Understand the behaviors and communication skills required for effective negotiation, from a strategic point of view, differentiating positions from interests
  • Manage errors of perception, cultural dimensions, objections and concerns from stakeholders in negotiations in an international environment

Course Contents


  • What is negotiation?
  • My negotiation style
  • Different strategies and tactics
  • The phases of negotiation
  • Variables in negotiation
  • Including all the preparation factors in the negotiation matrix
  • Developing negotiation
  • Cultural dimensions in negotiation

Course Credits



Video Presentation of the Course


© Copyright   /  ESCP Business School
The information collected on this form is recorded on a computerised file by EESC ESCP for Customer Relationship Management, direct marketing, recruitment and selection of candidates. This information will be stored for 3 years and used by the marketing, recruitment and admissions departments.
You may exercise your rights under the General Data Protection Regulation (GDPR) including your rights to access your personal data and rectify it by contacting:
EESC ESCP Business School
3 Rue Armand Moisant 75015 Paris FRANCE
[+] info