CAS Strategic Procurement Management at the University of St. Gallen

CAS Strategic procurement management

For two days, I had the pleasure of working intensively with the participants of Prof. Jörg Grimm and Mischa Sperlich at the university St. Gallen.

In a dynamic and interactive environment, we explored the central principles of successful negotiation management - both from a theoretical and a practical perspective.

Our focus was on the tactical, strategic and psychological dimensions of negotiations: How can we consciously manage our own negotiation strategy to achieve sustainable results? Which methods help us to master difficult negotiation situations with confidence? And how can we use our communicative impact in a targeted way to build trust but also set clear boundaries?

The combination of scientifically based concepts and real-life negotiation examples was particularly exciting and showed us how challenging, but also manageable, negotiation processes are. We drew on tried and tested models - in particular the Harvard method, which is based on fact-based negotiation, and the Schranner approach, which specifically addresses negotiations in highly complex and conflict-laden situations.