Workshop: Develop your negotiating Skills

Academic work often contains more than pure research. There are many situations when you will have to find funding for your research or correspond with other institutions. For this, it is very important, that you are able to have a strong position and defend your interests while staying diplomatic in the

interaction with others. For training your negotiation skills, we will invite Dr. Dirk Palm to speak about how to develop your negotiating skills.

When people have different interests and need to find a solution everyone can agree on, they need

to negotiate. For instance, scientist need to negotiate for successful collaborations, sufficient budget

or for time to use a highly demanded piece of equipment. Negotiation is nothing more than a conversation about interests and positions with the target of finding a solution, which is favorable

for the negotiating parties.

- Prerequisites

- Facts oriented negotiation

- Dealing with inacceptable demands

- Subject matter and Meta level

- Building trust

- Body language

- Asking questions

- Negotiation psychology

- Negotiation attitudes

Cultural specifics

- Discussion of Do’s and Don’ts in intercultural negotiation

- Practical exercises based on participants’ experiences: