Negotiation Skills

19.10.2020 um 09:00 bis 20.10.2020 um 15:15

Graduate Center - ONLINE

Target Group:

In university settings conflicts often arise over resources (time/task allocation/project size and finances etc.).

This event is aimed for doctoral candidates of all faculties.

Information on the participation permit of postdocs can be found here.


Dr. Michael Jäger


Monday, 19 October 2020, 09:00 a.m. - 03:15 p.m.

Tuesday, 20 October 2020, 09:00 a.m. - 11:45 a.m.


Getting to Yes (Fisher/Ury 1991) was a ground-breaking publication that documented the interdisciplinary efforts of professionals from a wide range of backgrounds (law, business, psychology to name just a few). Since then the Harvard Negotiation Project has spawned a wealth of knowledge on how to successfully reach agreements in negotiations. Or at least how to avoid the biggest blunders.

We will tap into this knowledge in our training course and combine theoretical background (e.g. on conflict, motivation, trust…) with practical exercises to learn proven concepts of conflict resolution through negotiation.


I will provide a combination of theoretical input and practical exercises. If you are able to contribute examples/ cases from your respective line of work we will be able to even generate suggestions how to solve these cases.

Using the university’s BigBlueButton conference system we’re able to experience and train situations almost as if we would have the course on site. Yet some changes to the prior concept for the course have proved to be helpful:

  • We’ll try to use video as much as possible – a stable internet connection, preferable by network cable, is a prerequisite.
  • Using a headset with a built-in microphone considerably improves the sound quality.
  • We’ll have frequent pauses and some offline activity as well to compensate for the more strenuous format of an online course.
  • Nevertheless, we’ll cover all the content the on-site course would have offered.


We’ll address the following topics:

Conflicts as starting points

  • What exactly are conflicts?
  • What can be done to solve conflicts besides negotiation?
  • Conflict escalation and de-escalation

Trust and negotiation

  • How to establish a trusting relationship in negotiations. How to undermine trust
  • What defines power in negotiations?

Preparing negotiations

  • Goals and interests – what are my options in negotiations?
  • How to set up a suitable environment for negotiation

Negotiation process and behaviour

  • Different phases in negotiations
  • Interview techniques/ structuring negotiations
  • How to deal with difficult situations
  • Coping with stress
  • Closing


Registrations are welcome until 29 September 2020 via our online portal. We will then determine whether the minimum number of 8 participants has been reached. Should the minimum number of participants not have been reached, the event will not take place due to financial reasons. Once the minimum number of participants has been reached, further registrations are possible until 8 days previous to the beginning of the event.

Please note:

There are 16 places on this course. The persons that can participate in the course will receive an e-mail from the Graduate Center. Without this confirmation mail you cannot participate in the course. Only participants that have registered for the course via the Graduate Center will receive a certificate of attendance.

All further registrations will be placed on a waiting list. As soon as there is a free place on the course you will receive a message from us. If you do not receive any message you cannot participate in this course.

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