Professional Negotiations

What it is about

You will get an overview of different negotiation approaches and learn to apply tools to negotiate effectively even in difficult situations. In the end you will be able to assess different strategies, recognize psychological influences and negotiate applied to practical situations.

What you will be able to do

• Understanding of the interest-based approach (Harvard Program on Negotiation)
• Recognizing the limits of this approach and knowledge about alternative strategies
• Increased sensitivity to psychological aspects of negotiations
• Ability to listen without premature judgment and negotiate rationally
• Application of the learned methods in practical exercises

What the module consists of

• Block seminarIntroduction at the kickoff and several break-out case studies during the block days
• Small group workParticipants are divided into changing small groups for presentations and exercises
• Presentations30-minute group presentations with subsequent discussion
• Discussions and exercisesActive participation and application of negotiation tools in role plays/cases

Teaching method

• Block seminar formatConcentrated introduction and in-depth case work over several days
• Group work and break-out casesPractical application and change in group dynamics
• Presentations and discussionsTraining of communication and argumentation skills