Tanja Widemann
Programme Director CGN
Programme Manager Law & Management
Programme Manager Law & Management
08.-12.04.2024
5-day seminar at Executive Campus HSG, St.Gallen
Cooperative Negotiation (12B + 13A)
At the heart of this approach, known as the Harvard technique, is a structured process to ensure that the common interests that underpin negotiating positions are used to find solutions. The aim is to achieve the best outcome for both sides. Participants learn how to apply the approach in practice to bring about win-win situations in the context of procurement and sales.
For more detailed information, please refer to our brochures.
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This module has already taken place.
Contents
- Influencing the negotiating process
- Negotiating using the interest-based approach
- Mediation and mediating behaviour
- Managing the negotiation process for procurement and sales
Fees
CHF 18,700 (for all four module of the CAS programme)
Course fees include materials, break refreshments and lunches. Participants must pay the additional costs for other meals, travel and accommodation.
Target Groups
This module is aimed at entrepreneurs, board members and executives, as well as lawyers with international experience.
Please note: this module is an integral part of the Certified Global Negotiator (CGN-HSG) programme and cannot be taken as a stand-alone module.
Language
Primarily German. Some sessions are held in English.
Certificate awarded
HSG Certificate (CAS)
ECTS credits
15 (entire CAS programme)