Negotiation Skills

Target group

Doctoral researchers of all faculties.

Content

With project partners, supervisors, assistants, or funding organizations: most researchers negotiate several times a week. This course is about how your negotiations can become more successful – and less stressful. Using exercises, reflection, and theory inputs, you develop skills for creating and claiming value in your agreements. Preparing the transfer of these skills from the classroom to the real world, you also explore a concept for negotiation mindset development.

Objectives

Participants become better at

• creating value in negotiations: they learn to
• differentiate between interests and positions
• add issues
• apply “logrolling”
• claiming value: they learn to
• use anchoring
• use framing
• differentiate between limits, goals, and first offers
• dealing with difficult negotiation partners: they learn about
• reasons for difficult behaviors
• types of difficult behaviors
• ways for defending oneself against these behaviors
• developing a helpful negotiation mindset.

Methods

Negotiation exercises; group discussions; individual reflection and goal setting; trainer input; experiments.

Prerequisites

Participants are willing to provide and receive peer-feedback.