Negotiation Analysis

Negotiations are part of our everyday life. University graduates negotiate the terms for a new job, while company representatives negotiate with customers, suppliers and co-workers. Employers and unions negotiate the terms of collective bargaining agreements and politicians negotiate legislative bills.

Real-life negotiation situations are often very complex. Members of a negotiation team can have diverging interests, the issues to be negotiated can be difficult to define and an organisation’s political interests can complicate effective negotiations.

This complexity and a lack of feedback in negotiations make it harder to effectively learn successful negotiation methods.

The Decision Institute offers clients its expertise in the development of negotiation strategies and in conducting negotiations.

We use structured negotiation models to analyse negotiation strategies and provide you with recommendations for conducting your negotiations. Our methodological expertise in negotiation is based on models taken from negotiation analysis, decision analysis, game theory and evolutionary psychology.

References (Selection):

+ Negotiation workshops and simulations in collective bargaining – as part of a regular series of seminars (since 2004) organised with the Hans Böckler Stiftung (The Hans Böckler Foundation) and the Stiftung der Deutschen Wirtschaft (The Foundation of German Business - SDW), Berlin

+ Negotiation workshop during the MARA 2005 international research project in cooperation with the London School of Economics and the Unversidad de Buenos Aires, Buenos Aires

+ Negotiation training for ver.di trade union collective bargaining experts, Fulda

+ Negotiation workshop with the London School of Economics, Stiftung der Deutschen Wirtschaft (The Foundation of German Business - SDW) and Bain & Company, London


Gunther Vilzmann

DI Consulting GmbH i.L.
Brunnenstraße 192
10119 Berlin

Phone: +49 (0)30 300 131 003
Fax: +49 (0)30 300 131 099