MASTERCLASS: STRATEGIC NEGOTIATIONS
Did you ever struggle negotiating with difficult people or negotiating with no alternatives? Do you find it difficult to align internal and external negotiations or to deal with cross-cultural negotiations?
We have answers to your questions. Two experts from the world's best business schools will lead an exciting Masterclass on the strategic negotiations skills that are necessary for business success.
It's a learning journey that travels over two years, starting this June.
Owen Darbishire (Professor at Saïd Business School, University of Oxford) and Giuseppe Conti (Professor and Lecturer at several leading Business Schools + over 25 years of business experience with leading multinationals) will help you understand how top negotiators outperform their rivals, while creating value for both parties.
Research confirms that our ability to negotiate has a direct impact on how personal and professional success. Good negotiators are more satisfied and less stressed at work. In addition, the “Winning Edge” principle applies to negotiation: a small difference in competence makes a huge difference in results.
Let’s try to understand why this program is so special.
Faculty
Professor Owen Darbishire, Academic Director of the Oxford Programme on Negotiation University of Oxford
Owen Darbishire has been a professor at Oxford University for well over 25 years, having also worked in the United States and Germany.
He has a well-founded international reputation as an insightful and practical expert on negotiations, influencing, collective bargaining and decision making where he leverages his academic expertise.
He is an outstanding and highly sought after executive education teacher and consultant to dozens of international companies.
These have ranged from ThyssenKrupp and BMW to Equinor and Ikea, from Rolls Royce to the Qatar Foundation and the International Red Cross. Owen has won multiple teaching awards, both at Oxford and St Gallen.
He is the Director of the Oxford Programme on Negotiation and has served roles such as Vice-Master of Pembroke College, Oxford and Chair of Faculty of the Saïd Business School.
He advises on negotiations and influencing from the simple to the complex. Owen is also an enthusiastic player of the ancient game of ‘real tennis.’
Professor Giuseppe Conti, the founder of CABL (www.cabl.ch) , a firm that offers a range of customized training in the field of negotiation, influencing, and related areas.
Giuseppe is a seasoned negotiator combining academic content with over 25 years of practitioner experience from his senior Procurement and commercial leadership roles within blue-chip multinationals (Procter & Gamble, Novartis, Firmenich and Merck).
Since 2005, Giuseppe has been an award-winning Lecturer, recognized for his lively and interactive training workshops across leading business schools in three continents: Bayes, BSL, Cambridge, EPFL, ESADE, ESSEC, HEC Lausanne, HEC Paris, IESE, IMD, Imperial College, INSEAD, London Business School, Oxford, RSM, SDA Bocconi, University of Geneva, University of St Gallen and VU Amsterdam.
In 2018, he left the corporate world and became a Professor/Visiting Professor in Negotiation & Influencing at a number of leading business schools. In fact, he is the only person who has been teaching at all the top 10 Business Schools in Europe. Giuseppe regularly runs workshops in four continents. To date, corporate leaders from multinational corporations and individuals from over 145 different countries have attended his workshops.
In 2025, he was ranked #1 worldwide among the Top 30 Global Gurus for Negotiation.
Why you should attend?
Our current business environment has drastically changed.
The VUCA environment has forced corporations to adapt and optimise their supply chain, manufacturing, procurement and sales processes. Afterwards, the current inflationary market is putting pressure and stress for both Procurement and Sales teams.
We aim to provide you with the tools and expertise to negotiate strategically in order to achieve tangible business results.
The Strategic Negotiations Masterclass will give you frameworks and templates to effectively manage external and internal negotiations, and gain valuable real negotiating practice.
June 17-18, 2025
Time:
- 17 June: 09.00 to 18.00 Central European Time
- 18 June: 08.30 to 17.00 Central European Time
Key Topics
- Claiming Value
- Creativity in Negotiation
- Creating Value
- Key behaviours of effective negotiators
- Good for them great for us
- Team negotiations
- Emotions and negotiation
- Conflict resolution
- Active listening
- Complex negotiations
- Dealing with price increases
- Your negotiation challenges
Continuous Learning over two years:
- Opportunities to start a learning journey with CABL in negotiation
- Receiving a toolbox for effective negotiation
- 6 x 60min webinars valid for 24 months following the workshop
- Access to a private Master Negotiators group with weekly content
Target Participants
Executives interested to improve their negotiation skills. It is specifically designed for:
-Executives and managers who aspire to positions of greater influence and responsibility within their organizations
-Professionals that negotiate externally as part of their job (Procurement, Sales, M&A, Alliance Management, Legal, Entrepreneurs), or are engaged in frequent internal negotiations (budgets, project deliverables, etc.).
Key Benefits
-Personal feedback from lecturers. Both lecturers are available for the entire workshop and offer a combination of in-depth theoretical expertise (Owen) and real-life negotiation experience (Giuseppe)
-A structured approach for preparing for negotiations
-Increased ability to create and claim value in all your negotiations
-A set of strategies to deal with some of the toughest challenges in negotiation
-A healthy dose of humour and fun
Learning Objectives
- Effectively analyse and prepare a negotiation using a structured approach for any situation.
- Acquiring new skills to collaborate more effectively with difficult people & reduce stress when negotiating.
- Improving your understanding and predictions of people’s behaviours in negotiations.
- Developing concrete strategies for your negotiations while keeping your social relationships intact and retaining personal values.
- Enhancing mental effectiveness and persuasive approaches to craft both competitive and cooperative negotiation strategies.
Testimonials
“Owen and Giuseppe shared with us the future of negotiations as individual , a team or an alliance by working through theoretical learning and role games with transparent and userful personal feedback.” - Regina Roos (Senior business development)
“Excellent theory with a heavy focus on role-plays which represent real life issues in a way that I've rarely witnessed in previous courses” - Gary Café (Consultancy Manager)
“After spending a big part of my working career in negotiations I learned a lot from the structured and strategic approach to complex negotiations” - Eric Klasen (Life Sciences expert in Regulatory & QA solutions)
Refund policy
*Participants may postpone their attendance to a future session or provide a replacement candidate for a course.
*100% refund if you cancel with 30 working days*70% refund if you cancel within three weeks
Still have doubts or want additional information? Do not hesitate to call us via
Mail: contact@cabl.ch
