Ostensibly, negotiations often fail because of different perspectives or because the parties persist in their positions. However, if you look closely, you often discover value conflicts that subliminally block the whole negotiation.
In such deadlocked situations, the Zurich Negotiating Model® opens up new options for action. For where previous models – such as the Harvard Concept – focus on the subject and relationship level, the Zurich Negotiating Model® broadens the scope to include personality and values.
An approach that focuses only on relationships and facts often falls short of the goal. As a comprehensive model for orientation and action in the negotiating process, and a tool for reflection and analysis during preparation or follow-up, the Zurich Negotiating Model® offers fresh options for a specific approach to overcoming resistance during difficult negotiations.
At the centre of every negotiation there are people and personalities, with everyone involved aiming to achieve the best possible outcome every time.
Personality is expressed through values. That means the values people hold are crucial to the negotiating process.
Values influence the relationship. And because negotiating involves an interactive relationship, respect for each other’s values is the basis for finding a mutually beneficial solution.
The issue at stake is never an insurmountable obstacle. Conflictual relationships and values can be.
«The Bullinger negotiation training has given me a completely new idea of negotiation. The Zurich Negotiating Model is a real resource that leads to constructive solutions.»
Dr. Hansjörg Becker, Geschäftsführer, INSITE Interventions GmbH