Stop negotiating the terms. Negotiate the human.
Gilles Chatelin has spent 20+ years negotiating deals and partnerships. In an interactive session, he shows how to read the person behind the price.
I'm In →
We tend to negotiate what's visible: price, terms and conditions, scope, deadlines, equity. But those are only part of the negotiation. Understanding the person across the table isn't about outmanoeuvring them, it's about understanding what those terms actually mean to them.
Behind every demand are pressures, constraints, alternatives, emotions, relationships, and things the other side may be trying to protect or achieve.
Our speaker Gilles Chatelin is drawing on 20+ years in commercial negotiation and partnerships, to explore with us how to look beyond the stated position, question assumptions about leverage, and get curious about what may be sitting behind the ask.
This will be an interactive session built around real negotiation situations, not a traditional lecture.
Wednesday 21 October 2026, 17:30 to 18:30, at Ship26 on Schifflände 26, by the Limmat in Zürich's old town. Free and open to everyone.