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How to negotiate successfully in an international environment (with a focus on salary negotiation)

Negotiations occur on a daily basis and gain a certain attention in the national and international business environment. The challenge for the disputing parties is to negotiate effectively. Pre- and post-negotiation preparations are usually neglected. Despite of the contents of the negotiation, the focus should also be on the framework and various steps of a structured negotiation.


This workshop covers the main elements of a successful negotiation with a major focus on salary negotiation. The learned theory will be practiced on case studies by discussing the challenges and implications of international negotiation practice. The course language is English.


  • Overview of the main negotiation elements
  • Exercising the different steps of a successful negotiation
  • General framework of a negotiation and effective characteristics of a negotiator
  • Introduction of the Harvard-Negotiation-Concept
  • focus on salary negotiations

Method: interactive presentations, case studies, practical units

Language: English

Target group: Students, doctoral candidates and graduates from all disciplines from Göttingen University

Lecturer: Dr. Sarah E. Hilmer, LLM, MLLP, Solicitor (np), Mediator

Date: Tuesday, 16. May 2017, 10 am - 6 pm

Place: Heyne-Haus, Papendiek 16

Group size: 20 persons

Binding registration: via online application form

Contact: Career Service, Stefanie Straßer, 0551/39-14192

The participation in this event offers the possibility to collect Internationalisation Points for the International Certificate. For further information please contact Stefanie Straßer.