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The Negotiator Program

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Who should attend?

Solid training is important to you and you want to build the foundation for a strong negotiating team. With the Qualified Negotiator® certification course you will acquire the most important capabilities needed to prepare for difficult negotiations, to use the most important negotiation tactics, and confidently manage verbal assaults. You will be prepared for the role of the Negotiator according to the FBI-Model.

You will learn

  • The right preparation
  • To set an agenda
  • To manage verbal assaults
  • To negotiate with a sure hand from beginning to end


Element 1 Negotiation Preparation

Element 2 Opening & Agreement

Element 3 Transfer into Practice

Qualified Negotiator®


  • The role of the Negotiator in the FBI-Model
  • Coordination with the Commander
  • Setting the agenda
  • Introducing demands
  • Responding to unreasonable demands
  • The art of summarizing
  • Staying in the "driver seat"
  • Managing verbal assaults
  • The most important tactics


Two classroom instruction days

Individual preparation and follow-up

Learning Model

Your Path to become a Qualified Negotiator®

The certification consists of two closely aligned classroom instruction days. The contents are taught interactively. Brief presentations, group exercises, realistic role play and state-of-the-art technologies ensure that you will gain much knowledge before, during, and after your Qualified Negotiator® certification. Your personal e-learning login allows you to access your course documentation and tests whenever you need to.


  • Your individual preparation
  • Participation in two classroom instruction days
  • Final exam and certification
  • Negotiation Club membership


2,000 EUR (plus VAT) 2,000 CHF (plus VAT)

Included are:

  • 1. Preparation
  • 2. Participation in two classroom instruction days
  • 3. E-Learning-access (course handouts and extensive documentation, tests)
  • 4. Final exam, including examination fees
  • 5. Certificate
  • 6. Negotiation Club membership

We adjust our fees as of Jan 1st, 2021:
2,500 EUR 2,500 CHF (plus VAT)


  • Zurich | Vienna| Frankfurt | Munich
  • London | New York City
  • Hong Kong | Shanghai | Singapore

Customized programs and content for your company


1. Analysis

The analysis phase allows us to form a solid picture of the starting situation of your company’s goals, structures, culture, as well as the negotiation strategies and tactics you have used so far.

2. Specification

Based on your company’s starting position, we will define together with you the contents and goals of the program, taking into account your own subject matters, company-specific issues and current negotiation cases. You will benefit from our specific know-how on difficult negotiation conferences.

3. Design

In parallel, we will focus on your negotiation position so far and will develop in collaboration with our expert network a customized negotiation strategy for your company, which can be implemented directly across departments.

4. Implementation

The implementation is conducted in an interactive mode; realistic role-play including video analysis, personal coaching for the participants, as well as the most advanced learning methods ensure maximum gain of insights for you and the participants, which can be applied to your current negotiation situation directly and with a good promise of success.

5. De-Briefing

Sustainable success in difficult negotiations is ensured by consistent de-briefings. The support of e-learning content and additional coaching sessions enables your organization to be successfully prepared and equipped for difficult negotiation. 


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Customisation for organizations on multiple levels:

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Please contact us for more information.


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Dr. Klaus Lassert

Klaus Lassert

Dr. Klaus Lassert is the Schranner Institute's Chief Psychologist. He supports managers in challenging negotiations and...

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Andreas Gossen

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Hubertus Porschen

Dr. Hubertus Porschen

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Xiaoqun Clever

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Prof. Marc Strittmatter

Marc Strittmatter

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Ming Huang

Ming Huang

Ming Huang has been working for the Bavarian State Ministry for Economic Affairs since 1993, including as representative...

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