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Bullinger

Integrity is non-negotiable. Unlike everything else. The issue at stake is never an obstacle.

What we do

The Bullinger Institute for Negotiation is the platform for negotiation competence according to the Zurich Negotiating Model®.

The Bullinger Institute for Negotiation trains and advises individuals and companies worldwide in negotiations (seminars and coachings) and accompanies demanding negotiation processes in the role of moderator or mediator. Our offer is aimed at anyone for whom negotiation skills are crucial in everyday working life. 

If negotiations fail, it may at first sight be due to different viewpoints or to the fact that the parties remain in their positions. Subliminal, however, are often relationship and value conflicts that block negotiations. In such situations, the Zurich Negotiating Model® developed at the Bullinger Institute opens up new options for action. In this way, obstacles can be approached in a targeted manner and solutions can be worked out with which all parties are sustainably satisfied.
 
 
The aim of the Bullinger Institute is to facilitate a more constructive handling of conflicts in negotiations. This not only in individual cases – the promotion of a constructive culture of negotiation and the provision of value-added solutions is a fundamental concern of the Institute.
 

«The negotiation seminar with Bullinger not only produced better outcomes, it also improved relations between the negotiating partners. Not only with customers and suppliers, but also between internal partners.»

Thomas Bamberger, CEO, GESIPA, Mörfelden-Walldorf

History

The failure of negotiations with effects of national and international significance prompted the founding of the Bullinger Institut for Negotiation.

The Bullinger Institute for Negotiation was founded by Michael Bullinger.
 
As a Swissair line pilot, Michael Bullinger had learned very directly from the grounding of the airline what far-reaching consequences the failure of important negotiations could have. The gigantic destruction of value in the bankruptcy of the airline influenced him substantially in his decision to leave the aviation and concentrate full-time on the topic of negotiation.
 
As a Teaching Assistant in the team of Prof. Roger Fisher, Bruce Patton and Dan Shapiro from the Harvard Negotiation Project at the Harvard Law School in Cambridge, MA and as managing director of a negotiating service, Michael Bullinger worked intensively for ten years with the Harvard Concept, or with the principles described in the book Getting to Yes / The Harvard Concept (by Roger Fisher, William Ury and Bruce Patton).
 
Again and again, however, he encountered situations in which the focus on the subject and relationship level fell short and did not lead to the desired success. Therefore, he systematized his experience and knowledge as a negotiation expert in a separate model and founded in 2013 the Bullinger Institute for Negotiation Processes.
 

An outstanding feature of the Zurich Negotiating Model is the universal and intercultural applicability. That is why we have made it the key element in Europe and the US and the basis for our long-term business relationships.

Frank Janssen, Sales Director, Schreiner MediPharm

Pro bono

With pro bono assignments, we enable groups of people, who do not have the necessary funds to access the Zurich Negotiating Model®, free of charge.

Our pro bono offer is aimed at all non-profit, non-profit organizations whose employees regularly negotiate with outside parties and who promise to better achieve their goals by increasing their negotiating skills.
 
As part of the pro bono offer, we offer both individually arranged training courses as well as participation in existing courses. In order to ensure a successful cooperation, we rely on a binding planning and well-functioning processes.
 

Are you interested in cooperating on a pro bono basis? Then please contact us by email: pro-bono@bullinger-ivpz.ch and briefly introduce your organization. If possible, refer to publicly available background information and send us the following information:

  • Link to your website
  • Reports or brochures
  • Describe your needs (such as typical negotiation situations, number and background of participants, time frame presented, etc.)
  • Contact person and contact details
We are looking forward to hearing from you.
 

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Negotiation is a success factor. That’s why negotiating skills pay off in every strategic challenge.

Public seminars

The Bullinger Institute conducts public seminars in Switzerland and Germany.

Please send an email to hello@bullinger-ivpz.ch if you would like to receive information about our programme in English.

«Finally, a negotiating model that incorporates the value level. An absolute must for every negotiating professional. »
Anatasia Li-Treyer, Geschäfts­führerin Promarca/Schweizerischer Marken­artikel­verband
«The concept can be excellently transferred into everyday situations.»
Sven Spieler, Roche Diagnostics GmbH

Inhouse programme and references

We also support companies in building negotiation skills on site.

Bullinger supports its clients in the short term, but with a longer-term perspective as well. The basis is always a jointly developed concept. Depending on requirements, this can include seminars, training, consulting, coaching, mediation, facilitation and major events. The programme is aimed at individuals, teams or whole departments, irrespective of the size of the company or the industry involved. Negotiating skills always produce a better outcome wherever they are applied.

References

  • ADCURAM Group AG (DE)
  • CAMLOG, Wimsheim (DE)
  • Canton of Aargau, Department of Construction, Transport and the Environment, Aarau (CH)
  • Center for Doctoral Studies, RWTH Aachen (DE)
  • Deutsche Lufthansa AG (DE)
  • Epple Holding GmbH, Heidelberg (DE)
  • Ernst & Young, Munich (DE)
  • FAU / University of Erlangen-Nuremberg (DE), lectureship
  • GESIPA, Mörfelden-Walldorf (DE)
  • Mammut Sports Group AG, Seon (CH)
  • Meyer Burger AG, Gwatt-Thun (CH)
  • Promarca, Swiss Brand Association, Bern (CH)
  • tarifsuisse ag, Solothurn (CH)
  • Zurich bar association

Please send an email to hello@bullinger-ivpz.ch if you would like to receive information about our in-house programme in English.

«The negotiation seminar with Michael Bullinger is the best seminar I have ever taken part in. It should really be mandatory for every company that attaches importance to the negotiating skills of its staff. The cost of the seminar was soon recouped many times over.»

Walter Angerer, Purchasing, GESIPA, Mörfelden-Walldorf

Mayor events and keynotes

We support our customers at major events with interactive contributions and workshops or as keynote speakers on the subject of «Negotiating with the Zurich Negotiating Model®».

Please send an email to hello@bullinger-ivpz.ch if you would like to receive information resp. talk about the different possibilities, how we can support you in your event.

«The strong practical grounding is a big plus. Those attending our leadership seminars are aware that Michael Bullinger has himself conducted important negotiations. Michael Bullinger is one of our top speakers.»

Viktoria Krämmer, Partner Development Leader EMEIA, Ernst & Young, Munich

Facilitation

As facilitator or mediator, we design and take care of the negotiation process, while you can focus on the content as a negotiating partner.

In challenging situations, we support the parties to revive their stalled negotiations and empower them to work together to come up with a sustainable solution.
 

Please send an email to hello@bullinger-ivpz.ch if you would like to receive information about our respective services.

«It was the hardest wage dispute in the history of Lufthansa. After the negotiations had stalled, the tariff partners called Michael Bullinger as moderator. With his highly competent handling of the complex situation, his skills and the value- and interest-based methodological competence of the «Zurich Negotiating Model», he succeeded in reviving the talks and enabling the tariff partners to negotiate a comprehensive solution that was convincing for both sides.»

Karlheinz Schneider, Senior Vice President, DEUTSCHE LUFTHANSA AG RA Ingolf Schumacher, Vorsitzender Tarifpolitik, VEREINIGUNG COCKPIT e.V.

Coaching

We accompany and support individuals and teams in the preparation of demanding negotiations.

Professional preparation of negotiations brings better results. Whether individuals or negotiating teams - we coach them during preparation and with the help of our structured preparation checklist.
 

Please send an email hello@bullinger-ivpz.ch if you would like to receive information about our services.

«Bullinger provided excellent trainings for us - and supported us in challenging real-life negotiations and in developing internal management tools in the best possible way.»

Andreas Epple, CEO, Epple Holding GmbH, Heidelberg

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

Zurich Negotiating Model

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.
 
  • Personality At the centre of every negotiation there are people and personalities, with everyone involved aiming to achieve the best possible outcome every time.
  • Values Personality is expressed through values. That means the values people hold are crucial to the negotiating process.
  • Relationship 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.
  • Issue The issue at stake is never an insurmountable obstacle. Conflictual relationships and values can be.

Where can the Zurich Negotiating Model be used?

The Zurich Negotiation Model® is a comprehensive 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 and generic 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

For whom is the Zurich Negotiating Model suited?

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.
 
SALES
 
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.
 
PURCHASING
 
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.
 
PROJECT MANAGEMENT
 
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. 
 
TEAMWORK
 
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.
 
LEADERSHIP
 
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.
 
HUMAN RESOURCES
 
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.
 
NGO’S
 
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.
 
Please send an email to hello@bullinger-ivpz.ch if you are interested in our activities and services.
 
 
«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.»
Dr. Hansjörg Becker, Geschäftsführer, INSITE Interventions GmbH

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You are always the one negotiating. But you can use other people’s experience for your own benefit.

Negotiation Experts

Our trainer and consulting team consists of experts. In addition to their negotiating skills, they have diverse experience as trainers and leaders in the international environment.

MICHAEL BULLINGER

Founder and site manager of the Bullinger Institute for Negotiation Zurich, Trainer and Consultant
 
He has decades of international experience as a negotiating trainer, mediator and coach for companies in various industries. In 2013 he developed the Zurich Negotiation Model®.
 
«In the last 15 years I trained several thousand negotiating professionals and accompanied as a mediator many major conflict cases. It is always amazing to see how many additional solutions are possible when we apply our value-based approach - especially in deadlocked situations. The Zurich Negotiation Model® provides the practice-oriented methodology. »
 

GEORG FAUST

Georg Faust, lic. iur., LL.M. Associate Consultant

Worked for numerous years as Claims Manager and Internal Auditor in the direct and reinsurance industry as wll as for the Swiss Financial Market Supervisory Authority which allowed him to develop considerable negotiation experience in an international environment.

«Every day, we negotiate on numerous occasions, often times unconsciously. - Three things fascinate me particularly regarding structured negotiations: the intensive examination (and revisiting) of one's own and others' interests, the raised awareness for the importance of good communication, and the creative process of developing options for sustainable negotiation solutions. Along with an increased negotiation competence, negotiation training has also the pleasant side-effect of strengthening solution-oriented thinking and communication skills.»

ANDRÉS GERIQUE ZIPFEL

Andrés Gerique Zipfel, Dr. rer. nat. (DSc), Associate Consultant with emphasis on research

Lecturer in geography at the University of Erlangen-Nuremberg

«My research into the use of natural resources often shows that a lack of negotiating skills can be the cause of conflict. We are working with Bullinger to make the insights of the Zurich Negotiating Model® applicable in our fieldwork.»

INGRID GIEL

Ingrid Giel, Dr. rer. nat., physicist, Associate Consultant with emphasis on project management

Runs her own company, specializing in coaching, project management and change management. She also holds the posts of lecturer in project management at the University of Applied Sciences and Arts Northwestern Switzerland and trainer in communication at the BWI management training institute in Zurich. She has many years’ experience as a software developer, project manager and executive in SMEs and groups of companies; she trained in management coaching and organization development as well as mediation and conflict management.

«I find it endlessly fascinating to observe how people involved in negotiations can resolve seemingly intractable situations by application of the Zurich Negotiating Model®. Its respectful, value-based approach leads to resolutions that are mutually benificial, offering additional advantages for all concerned.»

MICHAEL HARTH

Michael Harth, Associate Consultant and Trainer

Experienced independent trainer, coach and organisational consultant. As a former lawyer and legal counsel, he has extensive experience in contract negotiations in an international environment.

«What do you see as fundamental elements of your top 10 negotiations? For me it is added benefits for both sides, based on a long-lasting business relationship and the development of a sound foundation of values and trust – the satisfaction of knowing that the deal could be sealed with a handshake. And this is what you get with the Zurich Negotiating Model®

 

MARCEL ZOSSO

Marcel Zosso, lic. oec. publ., economic mediator, Associate Consultant and Trainer

He collected broad, sales oriented management experience during his activites for well-respected major enter­prises and SMEs in the national and inter­national consumer goods industry, retail- and B-to-B business. 

«When I met Michael Bullinger in a seminar on negotiation, it was immediately clear to me as a manager with a marketing and sales background that this approach to negotiation takes the interests of both parties into consideration, is mutually beneficial and therefore fair and sustainable. The further development of the concept to create the Zurich Negotiating Model®, which we use today in our training, offers a solution-oriented approach that can be applied in all business and life situations, not just in marketing.»

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«It was the hardest wage dispute in the history of Lufthansa. After the negotiations had stalled ... »
 
Karlheinz Schneider, Senior Vice President, DEUTSCHE LUFTHANSA AG RA Ingolf Schumacher, Vorsitzender Tarifpolitik, VEREINIGUNG COCKPIT e.V.
«It was the hardest wage dispute in the history of Lufthansa. After the negotiations had stalled, the tariff partners called Michael Bullinger as moderator. With his highly competent handling of the complex situation, his skills and the value- and interest-based methodological competence of the «Zurich Negotiating Model», he succeeded in reviving the talks and enabling the tariff partners to negotiate a comprehensive solution that was convincing for both sides.» Karlheinz Schneider, Senior Vice President, DEUTSCHE LUFTHANSA AG
RA Ingolf Schumacher, Vorsitzender Tarifpolitik, VEREINIGUNG COCKPIT e.V.
«An outstanding feature of the «Zurich Negotiating Model» is the universal and intercultural applicability. That is why we have made it the key element in Europe and the US and the basis for our long-term business relationships.» Frank Janssen, Sales Director, Schreiner MediPharm
«The strong practical grounding is a big plus. Those attending our leadership seminars are aware that Michael Bullinger has himself conducted important negotiations. Michael Bullinger is one of our top speakers.» Viktoria Krämmer, Partner Development Leader EMEIA, Ernst & Young, Munich
«Michael Bullinger’s distinctive approach to conflict resolution has enabled him to provide valuable ideas and inspiration that are extremely helpful in practice. Above all the clear structure makes the practical application of the concept simpler than methods previously put forward. Thanks to his professional approach and wide-ranging expertise and social skills, Michael Bullinger has shown us how entrenched situations can be resolved, for ourselves and our customers.» Michael Ludwig, managing director, CAMLOG Vertriebs GmbH, Wimsheim
«The win-win approach of the «Zurich Negotiating Model» fits really well with ADCURAM’s philosophy. Thanks to Bullinger’s inhouse seminar we significantly strengthened the level of negotiating skills in our company once again.» Dr. Florian Meise, ADCURAM board member
«With his quiet and unruffled demeanour, Michael Bullinger always breaks the ice straightaway, creates an atmosphere of openness and explains things in a way that everyone understands. And the concept can be put directly to work.» Markus Jäggi, Head of Purchasing, Mammut Sports Group AG, Seon
«For the participants in our inhouse negotiation seminars – CEOs and marketing and sales people at management level, working in a tough and dynamic environment – negotiating skills are nothing less than a matter of survival.» Anastacia Li-Treyer, chief executive, Promarca, Swiss Brand Association, Bern
«For me the seminar opened up a field for experimentation that is intelligently and systematically structured to the point of absolute perfection. Simply wonderful how Michael Bullinger used sober statistics to prove that trust, a human approach and discipline always pay off.» Annette Hartmann, wortstark Kommunikationsberatung, Munich
««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.»» Dr. Hansjörg Becker, Geschäftsführer, INSITE Interventions GmbH
«You always have the feeling that Michael Bullinger has our interests at heart. He practices what he teaches.» Michael Mötter, chief executive, Management Akademie München, Munich
«Bullinger provided excellent trainings for us - and supported us in challenging real-life negotiations and in developing internal management tools in the best possible way.» Andreas Epple, CEO, Epple Holding GmbH, Heidelberg
«Michael Bullinger understood right away what makes our administration tick. As a result he gained the immediate acceptance of the participants.» Maurus Büsser, General Secretary, Department of Construction, Transport and the Environment of the Canton of Aargau
«The negotiation seminar with Bullinger not only produced better outcomes, it also improved relations between the negotiating partners. Not only with customers and suppliers, but also between internal partners.» Thomas Bamberger, CEO, GESIPA, Mörfelden-Walldorf
«The negotiation seminar with Michael Bullinger is the best seminar I have ever taken part in. It should really be mandatory for every company that attaches importance to the negotiating skills of its staff. The cost of the seminar was soon recouped many times over. Michael Bullinger also made a decisive contribution through dialogue facilitation in negotiations with a key supplier.» Walter Angerer, Purchasing, GESIPA, Mörfelden-Walldorf

Subscribe to Bullinger Newsletter (in German)

The first step to successful negotiating is simple. Contact us.

Subscribe to Bullinger Newsletter (in German)