Tanja Widemann
Programme Director CGN
Programme Manager Law & Management
Programme Manager Law & Management
13.-17.11.2023
5-day seminar at Executive Campus HSG, St.Gallen
Systemic Negotiating (12A + 12B)
During the course of this module, participants learn how to quickly identify a negotiation partner’s objectives, and how to respond with the right tactics. The use of effective questioning techniques and the continual assessment of the counterpart take centre stage. This goes hand-in-hand with analysing your own relationship-building skills. The latter is absolutely crucial when it comes to establishing the foundation of trust that is essential for successful negotiations. The module aims to give participants the tools they need to most productively reach their negotiation objectives. The strategies are comprehensive and take advantage of opportunities as they arise.
For more detailed information, please refer to our brochures.
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This module has already taken place.
Contents
- Trust-building and perception
- Principles of communication
- Body language
- Systemic principles for leadership and negotiating situations (methodology, questioning techniques, exercises)
Fees
CHF 18,700 (for all four modules 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)