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Fundamentals of Negotiation: Theory and Practice


CHF 500


Spring 2024

Registration is closed

About the Course

Registrations for this course are currently closed. Please sign up for our Newsletter to be informed when the course dates for 2024 are published.

Learning Objectives​

At the end of the course, participants will be able to: 

  • Distinguish between different approaches to negotiations, including distributive and integrative negotiation.

  • Develop their own skills for application during different stages of the negotiation process, including preparation, conduct and closure.

  • Analyse the underlying interests of parties to a negotiation and design effective strategies for securing integrative outcomes to complex problems. 

  • Critically reflect upon and evaluate their own negotiation experiences.

The course has a strict limit on participants. Preparation and active involvement during the in-class simulations is essential so that all participants can derive the maximum benefit from the course.


The course is taught by:

Jack R. Williams

Institute for Global Negotiation

Jack R. Williams is Adjunct Professor and Consultant for UNITAR. He is also President of the Institute for Global Negotiation.

If you have any further questions about this course, please contact us

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