Negotiation Days with ESEM

Day 1: Timeless secrets of negotiations with Francesco Marchi

Prof. dr. Francesco Marchi is a seasoned professor and practitioner in negotiation techniques and strategies, coming from Paris for the first time in Belgrade.

• Director of negotiation expertise at the consulting firm ALTERNEGO based in Paris
• Advised and trained various EU negotiation teams
• Trained decision-makers in more than 20 countries, from diplomats to top managers of companies and high-ranking military personnel

Negotiation skills have been considered for long time an individual capability able to generate success in business, diplomacy and partnership building. The masterclass will discuss how this is a necessary condition although not sufficient to reach high performance in negotiation. Based on his extensive experience in training, consulting and teaching in negotiation for a wide typology of audiences ranging from top EU diplomats, managers and executives from different continents, Dr. Marchi will discuss how organizational capabilities in negotiation may make a real difference in obtaining high performance outcomes.

Day 2: Nine principles of persuasion with Amanda Nimon-Peters

Prof. dr. Amanda Nimon-Peters is a Behavioural Scientist and a professor of Leadership and Research Fellow at Hult International Business School.

• Published Working With Influence: Nine Principles of Persuasion to Accelerate Your Career, which influences and impacts people and outcomes in both physical and digital workplace scenarios
• Extensive professional experience from organisations such as Proctor & Gamble to British Antarctic Club

This MasterClass focuses on some of the crucial skills in leadership – persuasion and influencing in the physical and digital worlds. And you can also get her to personally sign the book. Influence at work has become increasingly relevant. Why?

It is a new age of employees and a new age of leaders. Leadership is not any more the question of authority, but of influence. Prof. Nimon-Peters explains this exciting topic needed for everyone who wants to make an impact. She integrates and applies behavioral science towards the development of leadership skills. The MasterClass as well as the book provide ambitious people with excellent guidance on how to develop and boost professional talents for transforming their careers. The professor will share her broad topic of expertise as it is described in the book. The book signing will take place at this MasterClass.

Biographies

Prof. dr. Francesco Marchi

Francesco Marchi is director of the negotiation expertise at the consulting firm ALTERNEGO based in Paris. Previously, he was director of the “Negotiators of Europe” research and training program of the Institute for Research and Education on Negotiation at the ESSEC Business School. As team leader of a European consortium providing training on negotiation techniques, he advised and trained various EU negotiation teams (task-force Brexit, DG Environment, DG Regio, DG Health). He has trained diplomats in more than 20 countries (Asia, Africa, Middle East and Europe), top managers of private companies, public administrators and high-ranking military personnel. He teaches a course in European and international negotiation at PSIA (Sciences Po, Paris), at INSP (former National School of Administration) and at the College of Europe (Bruges). His research focuses on the dynamics of negotiation in the EU institutional system and the application of innovative pedagogical tools for teaching negotiation. A certified mediator with the CEDR (London), he holds a doctorate in political science from the Paris Institute of Political Studies (Sciences Po) and a Master’s degree in political science and international relations from the University of Catania. He is one of the founders of the Institute for Negotiation Innovation.

Prof. dr. Amanda Nimon-Peters

Prof. dr. Amanda Nimon-Peters is a Behavioural Scientist and a professor of Leadership and Research Fellow at Hult International Business School. This year, she published Working With Influence: Nine Principles of Persuasion to Accelerate Your Career, which influences and impacts people and outcomes in both physical and digital workplace scenarios.

Professor has extensive professional experience in addition to her outstanding academic background. She was elected the sixth female member of the British Antarctic Club, researching behaviour of penguins and polar life. She spent 10 years at Procter & Gamble as a recruitment interviewer and a research team leader, where she worked across the whole brand portfolio. Her leadership skills and behavioral knowledge brought her to start her own management consulting company.

In 2020, she created her own YouTube channel, “Career Success Psychology” to teach people from all around the world how to find the fastest and most effective ways to enhance their knowledge and skills while improving their leadership capabilities and overall career success.

Dr. Amanda holds a First-Class Honours Degree in Psychology from the University of Adelaide as well as a master’s and PhD in Behavioural Science from the University of Cambridge.