15th Executive Negotiator Program

Sharpen your negotiating skills as an experienced negotiator.

Best Of  Vienna School methodologies with  International Teaching Team.

Practical and powerful program including the people side in negotiations.



Upcoming Dates

15th Executive Negotiator Program (English)

Including Harvard's Interest-based Toolset and Process Communication Model & Leading Out of Drama (including psychological profiling).

April 27th - 30, 2020 

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Quite simply, no other program offers such an intense distillation of Harvard's interest-based negotiation techniques and the latest tools for dealing with the people side in negotiations. Gain practice applying the introduces tools to Harvard case simulations and real life situations. Focus on International Deals while sharpening your Crisis Negotiation Skills. Get your own Process Communication Personality Profile and increase your agility in difficult situations as well as your  impact when getting your message across.

This program is designed to give you hands-on experience and help you to integrate these new methods into your professional lives.

Business executives, managers, lawyers, sales and retail managers, key accountants, political decision-makers and all professionals who feel they would like to improve their ability in conducting effective negotiations and consistently aim at successful outcomes.

If you are looking to gain a critical edge – the journey starts here!


Interest-based Deal-making

  • Assess your Negotiation Style 

  • 4 PRINCIPLES of Interest-based Negotiations

  • Success in Negotiations Based on the 7 ELEMENTS

  • Preparing & Negotiating Contract Deal 

Diagnose Conflicts & Difficult Tactics

  • Diagnostics in Conflict Negotiations

  • Master Difficult Situations 

  • Best Practice Across Cultures

Managing Complexity & Crisis (only in the 4 day program )

  • Controlling the Process

  • Multiparty Negotiations

  • Crisis Management Repertoire

The People Side in Negotiations (Please look for details in the brochures)

  • Leading Out of Drama(R)  (LOD) (only in the 4 day program )

  • Process Communication Model(R) (PCM)

  • A powerful intro with individual Psychological Profiling

Target Audience

Your Benefits

Benefit from a practical and powerful program to reflect, strategise and engage in expanding your repertoire. Sharpen your negotiation skills with clients, suppliers and other third parties. Based upon the instruments and strategies of the Harvard Negotiation Project and the Vienna School of Negotiation

This unique program enables you to learn:

  • What defines success in negotiations and what to learn from failures

  • How to prepare yourself and your team to achieve excellent results

  • How to assess the other party’s interests and overcome positional bargaining

  • How to strike international deals based on objective, legitimate criteria

  • How to deal with difficult negotiators and lead through crisis situations

  • How to avoid common pitfalls and effectively handle “dirty tricks”

  • How to gain a structure within which you can effectively apply your new-found skills



Humorvolle, engagierte, spannende Referentin.


Different tools, practical aspects of the tools, world class trainer! 

Dr. Axel Westerwelle, GFC Holding

Sonja Rauschütz was extremely dedicated and innovative when working with us in a business mediation case searching ways out of a conflict and crisis situation.


Die 5 Tage haben mir ein auf meine Bedürfnisse und Interessen zugeschnittenes, praxisorientieres und von Fachleuten an Beispielen lebhaft vorgetragenes Training geboten, auf dessen Lerninhalte und Grundschemen ich in meinem beruflichen Alltag nicht mehr verzichten könnte!….

Eine seltene Gelegenheit aus erster Hand Informationen, Beispiele und Antworten zu bekommen, die einem in Krisen helfen nicht die Nerven und in Folge die Verhandlungen zu verlieren!

The content was mediated excellently. Theory, tools and practice were in excellent balance. I can’t remember being that excited about any other training that I have ever participated in. Humorvolle, engagierte, spannend vortragende Referentin.


Frequently Asked Questions

What is the difference between the Executive Negotiator Program and the "Harvard Konzept"?

The program based on Harvard's Principled Negotiation's toolbox (Harvard Konzept) primarily focuses on the eponymous tradition of the Bestseller "Getting to Yes". The Executive Negotiator Program goes further and combines the Harvard tools with two other essential aspects of negotiations: process design and managing the people side. Therefore, we included the  Managing Complexity & Crisis as well as psychological profiling based on the Process Communication Model and Leading Out of Drama. The Executive Negotiator touches how to create excellent substantive results, constructive working relations and commit to efficient processes.. Furthermore, the Executive Negotiator Program is taught by Vienna School's International Teaching team and mostly offered in English.

Is it possible to have the Executive Negotiator Program as an Inhouse program?

The Vienna School of Negotiation offers flexible options and deals depending on the number of participants. For an your customised offered, we would jointly identify the needs and good size of your group, language of instruction, location and the best suited Vienna School faculty.


Are there any special conditions for groups?

Aside from special conditions, we also offer the opportunity to personalize the content of the training for companies. Please contact our office in Vienna for further information.