Most negotiation training still runs on Getting to Yes. Thirty-year-old concepts everyone has heard and almost nobody can execute when their heart rate is up and the person across the table has stopped being reasonable.
This course is built from two places: IRESOLVED, the framework developed by hostage negotiator Kirk Kinnell, and the toolset Fiorella Erni spent years using as a humanitarian negotiator with the ICRC, in negotiations where the other side had no incentive to cooperate and walking away was not an option. Both were made for high-stakes negotiation. Both translate almost directly to the negotiations you run in your own career, because the mechanics of a person under pressure do not change with the stakes. Only the consequences do.
You leave with two things: a method, and a much better sense of yourself in the room.
The tools. A concrete structure for planning a negotiation end to end. Not principles to remember, but a process you can sit down and work through the night before.
The psychology. What pressure does to the person opposite you. Why a stated position is almost never the real objective. How emotion works as information rather than noise, and how to tell the difference between someone genuinely stuck and someone bluffing.
Knowing yourself. Where your tipping
...
mehr anzeigen
Most negotiation training still runs on Getting to Yes. Thirty-year-old concepts everyone has heard and almost nobody can execute when their heart rate is up and the person across the table has stopped being reasonable.
This course is built from two places: IRESOLVED, the framework developed by hostage negotiator Kirk Kinnell, and the toolset Fiorella Erni spent years using as a humanitarian negotiator with the ICRC, in negotiations where the other side had no incentive to cooperate and walking away was not an option. Both were made for high-stakes negotiation. Both translate almost directly to the negotiations you run in your own career, because the mechanics of a person under pressure do not change with the stakes. Only the consequences do.
You leave with two things: a method, and a much better sense of yourself in the room.
The tools. A concrete structure for planning a negotiation end to end. Not principles to remember, but a process you can sit down and work through the night before.
The psychology. What pressure does to the person opposite you. Why a stated position is almost never the real objective. How emotion works as information rather than noise, and how to tell the difference between someone genuinely stuck and someone bluffing.
Knowing yourself. Where your tipping point sits, and your breaking point, which is rarely where you assume. What you actually do in the three seconds after someone says something you were not prepared for.
Posture, voice, presence. How a negotiation is read before a word is spoken.
Everything is interactive: theory, then simulation, then what held and what did not. And the part no framework gives you: a room of women who negotiate every day, doing this in front of each other.
The premise underneath it all: being a woman in a negotiation is not a disadvantage to manage around. It is a source of leverage most women have never been taught to use. This is not another person telling you to negotiate like a man. It is a discovery of how you become the best version of yourself when you negotiate.
Who it is for
Women in leadership roles, titled or not. Founders, executives, in-house counsel, consultants, anyone who negotiates on her own behalf or manages someone who negotiates on the organisation's behalf. Capacity is capped at 20.
What is included
Teaching across both days, a Znüni break each morning, lunch on Friday, and a pair of Cheetah Stories high heels designed by Mark Schwartz, made from plant-based materials and engineered for comfort. After sign-up you choose your style, your pair is crafted for you at Valbrenta in Veneto.
Optional: dinner at a Gourmet Restaurant, Friday evening
Eight courses, entirely vegan, with wine pairing. CHF 280, booked at the same time as your ticket.
Times
Friday 27 November, 08:30 arrival, 09:00 to 17:00. Optional dinner from 18:30.
Saturday 28 November, 09:00 to 13:00.
Taught by
Fiorella Erni, professional negotiator, formerly with the ICRC across the Middle East and Africa and later in leadership at the Centre of Competence on Humanitarian Negotiation. She teaches negotiation at HEC Paris Executive Education, is a Senior Fellow at the Institute for Global Negotiation, and works alongside Kirk Kinnell as a professional negotiator at Negotiated Resolutions. She is also the founder of Cheetah Stories.
Sign-up closes 30 September.
weniger anzeigen
