This seminar teaches and trains basic negotiation skills and techniques. It does so by combining theoretical input with practical exercises. The aim is to make participants fit for negotiations in their future work environments. Methodologically, we rely on an active learning and a participant-centred approach. We combine theoretical and analytical tools with practical exercises, teamwork, group discussions and feedback.
The first part of the seminar introduces basic concepts of negotiation (such as interest-based negotiation) and enables the participants to test and improve their negotiation skills in different exercises in bilateral settings. They are also invited to reflect on, as well as give and receive feedback on their personal behaviour in negotiations. They will also be introduced to the fundamentals of preparing well for negotiations. The course also features a discussion and practice on how to deal with difficult negotiation partners.
Instructors
- Björn Warkalla , External lecturer
- Simon Raiser , External lecturer
