The Art of Negotiation

Who is going to be first author? Who will attend the next international conference? Negotiating these or other professional issues with either peers or seniors is an integral part of everybody's professional life. Often it is inevitable to encounter differences in aims and approaches. This workshop is meant to raise your skills in recognising, balancing and adequately representing your own needs in all kinds of negotiations. You will learn how to pro-actively prepare for, shape and follow up on negotiations and how to work productively with differences in interests in order to reduce unproductive conflict but also dysfunctional conflict avoidance.

Topics

• The nature of conflict
• Preparation for negotiation
• Identifying underlying needs
• Separating interests from positions
• Clear communication
• Holding the tension and standing one's ground
• Understanding and acknowledging the other's perspective
• Experiences and case discussions

Trainer: Matthew Speyer

Course dates:
08.March 2016 (9:00 a.m. - 5:00 p.m.)
Registration deadline: 20. February 2016

07. September 2016 (9:00 a.m. - 5:00 p.m.)
Registration deadline: 20. August 2016

Duration: 1 day (8 work units)
Place: Seminar room, Von-Siebold-Str. 4
Participants (min-max): 6-12
Language: English or German (depening on participants' preferences)