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Fundamentals of Negotiation: Theory and Practice


CHF 500


Spring 2024

About the Course

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.

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Jack R. Williams

Jack R. Williams is an Adjunct Professor and Consultant for UNITAR.

Camilla Jones

To request further details and a full syllabus please contact us

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