Negotiation Skills

Oct 14, 2019 09:00 AM to Oct 15, 2019 05:30 PM

Graduate Center

Target Group:

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

This workshop is intended for doctoral candidates and postdocs (up to two years after their doctorate) who work in an environment where they need to negotiate and thus be able to present their own case for negotiation.


Dr. Michael Jäger


Monday, 14 October 2019, 09:00 a.m. - 05:30 p.m.

Tuesday, 15 October 2019, 09:00 a.m. - 05:30 p.m.


Getting to Yes (Fisher/Ury 1991) was a groundbreaking 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.

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 22 September 2019 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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