Fundamentals of Negotiation: Theory and Practice
Fee
CHF 500
Dates
Autumn 2026
Format
Virtual
Registrations for this course are currently closed. Please register your interest in the course using the link provided to receive the course dates for 2026.
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.
Instructor
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.