certificate course

Hypnosystemic communication and negotiation skills

Would you like to develop your conversation and negotiation skills in a targeted manner?

Experience the transformative power of hypnosystemic communication when dealing with employees, colleagues, and customers. In this practical course, you will learn how to specifically control negotiation and communication processes and shape interpersonal relationships proactively and purposefully – whether to promote cooperation, improve relationship quality, deal professionally with conflicts and complaints, or conduct demanding negotiations with stakeholders, customers and in sales talks. Through the targeted use of psychological and hypnosystemic tools, you will gain confidence and agility in dealing with social systems.

Facts & Figures

The certificate course at a glance

Duration: 6 course days & three-hour online introduction, 2 online coaching sessions of 1.5 hours each.
Language of instruction: German
Training location: Online & SHL Schweizerische Hotelfachschule Luzern
Dates: Friday, 19 February 2027 to Monday, 21 June 2027
Qualification: Certificate in «Hypnosystemic Communication and Negotiation Skills in Practice»
Cost: CHF 5,980.00 (20% discount for SHL alumni and HGU members)
Registration: By completing the registration form. Places are limited and will be allocated on a first-come, first-served basis.

details

COURSE OBJECTIVES
Effective communication and interaction
Participants...
will have a versatile communication toolbox at their disposal to act confidently and purposefully in different conversation situations.
can master challenging situations with customers, guests and stakeholders in a conscious and solution-oriented manner.
can positively influence internal and external productivity in relation to customers, thereby strengthening their willingness to cooperate.

Personal development and self-reflection
Participants...
can recognise their own behaviour patterns and use their actions to their advantage.
reflect on their communication and behaviour using individual practical examples and develop themselves in a targeted manner.

Hypnosystemic and psychological methods in a professional context
Participants...
understand the basics of human behaviour using orientation models and thus act dynamically from a stable position.
apply hypnosystemic and communication psychology techniques in a targeted manner to actively shape change processes and achieve goals effectively.
use hypnosystemic interventions to strengthen their focus and their own dynamic stability, especially in challenging relationships.
promote cooperative solution systems for sustainable and goal-oriented interactions.

Sales and negotiation training
Participants...
understand the strategic sales concept and apply it using their own practical example.
skilfully conduct price negotiations and specifically increase additional sales potential.
act competently when dealing with objections and resistance.
gain confidence and stability in sales talks with two to four people.
WHY INCLUDE HYPNOSYSTEMICS?
Hypnosystemics combines principles of hypnotherapy with systemic thinking to specifically shape change processes. The approach utilises the brain's natural ability to consciously control attention and activate inner resources.

Core principles of hypnosystemics
1. Focusing attention – Using targeted interventions to steer perception in such a way that beneficial patterns of thinking and behaviour are reinforced.
2. Inner stability and flexibility – Acting dynamically from a stable position in challenging situations.
3. Solution and resource orientation – Instead of analysing problems, focus on existing strengths and possible solutions.
4. Systemic understanding – Relationships and communication patterns are consciously perceived in order to shape interactions in a targeted and effective manner.

Hypnosystemic knowledge and interventions are a central component of this course, as they help to make communication and interaction more conscious, effective, and flexible. They enable participants to consciously control their inner attitudes, deal confidently with challenges, and proactively influence interpersonal dynamics. This allows negotiations, customer meetings, and leadership situations to be made more sustainable and successful.
WHO IS THIS COURSE SUITABLE FOR?
The course is aimed at specialists and managers who want to develop their communication, negotiation, and sales skills in a targeted manner. It is particularly suitable for people working in sales, customer service, the hotel and catering industry, human resources and team management, as well as anyone who wants to act confidently in challenging conversation situations.
REQUIREMENTS
Please refer to the list below for the requirements for participating in the course:
— German level B2
— Completed vocational training
— At least 5 years of professional experience
— Willingness to engage in personal reflection
— Interest in topics raised by other group participants
CERTIFICATION
The modules lead to the certificate «Hypnosystemic Communication and Negotiation Skills in Practice». You will receive the certificate if you meet the following requirements:
— You have attended all modules, including the preparatory and follow-up assignments.
— You have successfully passed the preparatory online tests.
— You have successfully implemented both transfer projects and presented one of them to the class.
COSTS
The cost of the certificate course «Hypnosystemic Communication and Negotiation Skills in Practice» is CHF 5,980.00.
SHL alumni and HGU members benefit from a 20% discount.

The costs include:
— Course materials
— Certificate in «Hypnosystemic Communication and Negotiation Skills in Practice».
— Morning and afternoon coffee breaks
— 3-course lunch at the training restaurant SHL Schweizerische Hotelfachschule Luzern on all course days on site
COURSE DATES
Module 1 – Friday, 19 February 2027 | 2.00–5.00 pm (online)
Module 2 – Friday, 12 March 2027
Module 3 – Saturday, 13 March 2027
Module 4 – Thursday, 29 April 2027
Module 5 – Friday, 30 April 2027
Module 6 – Monday, 24 May 2027
Module 7 – Monday, 21 June 2027
Modules 2 to 7 take place at SHL Schweizerische Hotelfachschule Luzern

THE MODULES IN THE CLASSROOM

ONLINE MODULE I
Introduction and basics (3 hours)
In the first online module, you will receive an introduction to the course programme and its key content. You will get to know the other participants. There will be a particular focus on establishing meaning and clarifying individual needs in order to enable a targeted and practical learning process.

You will also receive preparatory tasks to help you engage with the course content in a targeted manner. You will choose a mentor to accompany and support you, who will be involved in your own transfer project.
MODULE II
Systemic fundamentals and practical applications (1 day)
In this module, you will receive an introduction to systemic fundamentals and deepen your knowledge of psychological models relevant to communication.

Focus areas:
Introduction to systemic fundamentals and their significance for communication and change processes.
In-depth exploration of psychological models for controlling perception, emotions and behaviour.
Practical applications in class for direct implementation of what you have learned.
Hypnosystemic group exercise for adaptive emotion regulation, which helps you to consciously control emotional processes and remain capable of acting in complex situations.

Topics: Social systems and their explanatory models, change in social systems, values in social and corporate systems, actual/target discrepancy, self-hypnotic constructs, SCARF model, drama triangle, coalition partners, human representation system of voluntary and involuntary processes, mirror neurons, hypnosystemic group exercises for adaptive emotion regulation.
MODULE III
Communication fundamentals and practical applications (1 day)
In this module, you will receive an introduction to communication fundamentals and deepen your knowledge of psychological models.
Focus areas:
Introduction to communication fundamentals and their significance for communication and change processes
In-depth study of psychological models for controlling perception, emotions and behaviour
Communication basics for solution-oriented interactions
Practical applications in class for direct implementation of what you have learned
Hypnosystemic group exercises for adaptive emotion regulation in order to consciously steer emotional processes and remain capable of acting in complex situations

Topics: Experiencing problems in the gap between actual and desired states, solution-based desired experiences, willingness to cooperate, rapport, pacing, leading, utilisation and suggestion techniques, opening conversations, clarification and ensuring understanding, soliciting and developing suggestions, restriction model, ending conversations, hypnosystemic group exercises for adaptive emotion regulation.
MODULE IV
Conflict management, complaint handling and appreciative communication (1 day)
Conflicts and challenging conversations are part of everyday working life. In this module, you will learn how to use hypnosystemic principles in a targeted manner to resolve conflicts constructively, handle complaints professionally, and create an appreciative working environment through praise and recognition.

Focus areas:
Conflict management: Recognising, understanding and resolving conflicts at a systemic level.
Complaint handling: Techniques for professional communication in the event of complaints and challenging customer situations.
Praise and recognition: The importance of positive reinforcement and its targeted use for motivation.
Hypnosystemic group exercise for adaptive emotion regulation in order to remain stable and capable of acting in critical conversations

Topics: Types of conflicts, escalation levels according to Glasl, personal value system, personal conflict behaviour, complaint handling according to the «Take the HEAT» model, hypnosystemic group exercises for adaptive emotion regulation.
MODULE V
Negotiation training (1 day)
This module focuses on effective sales techniques and negotiation strategies based on hypnosystemic principles. The aim is to understand conscious and unconscious processes in communication and to use them specifically for successful sales and negotiation talks. The basis for this is conversation between two people.

Focus: Strategic negotiation and sales techniques

Strategic negotiation and sales concept
Personal and business needs in negotiations and sales processes
Building and maintaining lasting relationships with customers, employees and stakeholders
Primary and secondary negotiation and sales goals and their targeted implementation
Recognising and effectively managing influencing and hindering factors in negotiations
Structured process of negotiation and sales talks
Successful argumentation strategies and dealing with resistance
Techniques for increasing additional potential (up-selling and cross-selling)
Hypnosystemic group exercises for adaptive emotion regulation and confident conversation

Topics: Strategic sales and negotiation concept, personal and business needs in sales and negotiations, customer relationships and conversation partners, primary and secondary sales and negotiation goals, influencing and hindering factors in negotiations and how to deal with them, sales conversation process, upselling and cross-selling, objection handling and benefit argumentation, hypnosystemic group exercises for adaptive emotion regulation.
MODULE VI
Negotiation Training II (1 day)
This module builds on the content of Module V and increases the complexity of negotiation and sales situations. The focus is on discussions between 3 to 5 people with different parties and interests. Political, environmental, social, technological, economic, and legal factors are considered. Completion of Module V is a prerequisite.
MODULE VII
Wrap up | In-depth study (1 day)
This module focuses on the key topics of the course and individual project work. You will present one of your transfer projects to the course participants, answer questions, and receive valuable input and suggestions from the course participants and course leaders.
PRACTICAL PROJECTS
Individual preparation and application of what has been learned between modules II to VI
A central component of the course is the two practical projects, which are structured according to the course templates. The aim is to apply and reflect on the hypnosystemic concepts and methods learned in an individual or professional context.

In preparation for the individual modules, in-depth reading, observation and application tasks are set, and an online test is completed in each case to evaluate individual progress.

Practical project 1 – Interpersonal relationships
A central component of the course is experiencing and applying the methods taught in a challenging interpersonal relationship of your choice – whether with a friend, a colleague, a customer or another stakeholder. You will receive practical tools and targeted support to actively improve these relationships and shape them more consciously. You will test the psychological and hypnosystemic approaches directly in practice and experience their effects first-hand. The course thrives on your willingness to actively participate, reflect on your own experiences and be open to the topics of others.

Practical project 2 – Strategic negotiation
The «Strategic Negotiation» project is based on the fundamentals of strategic selling.
The knowledge acquired can be specifically applied to various topics, such as personnel issues, purchasing, financial negotiations with banks and authorities, discussions with agencies, neighbourhood issues or other stakeholders.
Whether in wage negotiations, development discussions, conflicts, procurement processes or in situations where there are differing interests, you have the opportunity to tailor the project to your individual needs and use it for your specific areas of application.

Individual reflection and coaching
You have the opportunity to reflect on your practical projects with a mentor of your choice. In addition, you will receive two personal online coaching sessions (1.5 hours each) with the course instructor to deepen and further develop your experiences in a targeted manner.

lecturer

Martin Schmidli

Martin Schmidli works at the enteroklinik providing hypnosystemic counselling, coaching and therapy for outpatients. He also develops strategies, counselling and training concepts for business clients on behalf of SHL Schweizerische Hotelfachschule Luzern.

He holds an Executive MBA FH with a focus on strategic management and marketing, as well as degrees as a certified hotelier-restaurateur SHL and SHV. He completed his training in hypnosystemic, resource- and solution-oriented counselling and organisational development at WILOB and Kalaidos University of Applied Sciences, supplemented by diplomas as a hypnotherapist HSS and lecturer HF (PH Zurich).

With many years of management experience – including at Coca-Cola, Valser Wasser and SV Switzerland – and his role as a partner at Kohl & Partner (Switzerland) AG, Martin Schmidli combines business expertise with a deep understanding of human development processes. From 2015 to 2024, he taught strategic marketing and tourism at SHL and Lucerne University of Applied Sciences and Arts.

location

SHL Campus

The ten days of on site lessons on the SVEB course take place on the centrally located SHL Campus in the heart of Lucerne. In addition to the beautiful view of the surrounding lake and mountains, our campus is just a 12-minute walk from Lucerne's main railway station. And all SVEB participants enjoy a 3-course lunch in our training restaurant «Salt & Pepper» on the days of attendance.

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