At the center of every negotiation are people with their personality. And everyone wants to reliably achieve the best possible result.


Integrating values creates added value. A com­pre­hen­sive perspective embraces personality and values.

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 Zurich Negotiation Model® is a comprehensive and practicable model of orientation and action that can be used as a tool for reflection and analysis both in negotiation and in the preparation and follow-up of negotiations.

It describes in detail the principles and mechanisms that arise in negotiations and depicts them in a clear, generic and practicable model.
For this reason, the Zurich Negotiation Model® can be used for any negotiation. In particular, it is suitable for demanding negotiations with seemingly unbridgeable differences and deadlocked positions. This is where the Zurich Negotiation Model® opens up new options for action, with which obstacles can be tackled systematically and purposefully.
The range application is broad:
  • leadership
  • conflict management
  • project communication
  • sales
  • purchase
  • teamwork


The Zurich Negotiation Model® is suitable for all those who regularly negotiate at work – with employees, superiors, customers or suppliers.

In particular, if negotiation results are decisive for entrepreneurial success, the Zurich Negotiating Model® can be used to achieve better and, above all, more sustainable outcomes.
Negotiations often generate pressure because the negotiation is reduced to the price. Such situations often lead to the need to agree to a unilateral result. We will show you how you can lead negotiations with the Zurich Negotiating Model® to a level where you again have more scope, are able to act more freely and real value-added solutions are possible.
If you are under pressure on margins and / or need to reach savings targets, there is a great deal of leverage when purchasing. The Zurich Negotiating Model® allows you to achieve your own goals and at the same time develop solutions with the suppliers with which both are satisfied. Because after the negotiation is before the negotiation.
As a project manager, you negotiate daily in a variety of situations: every coordination with your client, the discussions in the management or the search for a solution with your team members is a negotiation. The Zurich Negotiating Model® succeeds in constructively conducting such negotiations and finding solutions that are supported by all sides and thus ensure the efficient further development of the project. 
Even the best functioning team will have to face conflicts in its own ranks. Because conflicts are part of our everyday life. How well a team really works outlines how well it can handle conflicts and conflicting interests. With the Zurich Negotiating Model®, you will receive a tool with which you can conduct negotiations at eye level, respectfully and nevertheless purposefully.
To lead means to make decisions and take responsibility. In order for these decisions to be shared by all, it is important to involve and motivate the employees. As soon as someone opposes a decision inwardly or openly, the negotiation starts. With the Zurich Negotiating Model®, you can conduct negotiations in such a way that the people involved remain motivated and the solutions can be implemented sustainably.
As a human resources manager, emotionally charged employee appraisals are part of your everyday professional life. And not infrequently you find yourself in the role of the mediating person. The Zurich Negotiating Model® supports you in conducting such discussions in a structured and sovereign manner based on common values. This relaxes the situation and promotes a constructive conversation outcome.
In the NGO/NPO environment, the balance of power in negotiations is often unbalanced. The Zurich Negotiating Model® is a helpful instrument for counteracting this imbalance, especially for those who have less power. It enables negotiations at eye level and sustainable win-win solutions.
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«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.»


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