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Training Course on Harvard Negotiations

Forschungszentrum Karlsruhe's training centre (FTU) organises a training course on Effective Negotiations based on the Harvard strategy in cooperation with the European Association of Research Managers and Administrators (EARMA). The event will take place in Karlsruhe, Germany, on 2-3 June 2005.

2 June 2005 - 3 June 2005

Negotiations are substantial parts of the day-to-day business of research managers and administrators. In traditional negotiations, each side takes a position, argues for it, and makes concessions until a compromise is achieved. This positional bargaining is usually win-lose, short term, and can destroy the relationship. The Effective Negotiations skills course is based on research by the Harvard Negotiation Project on what successful negotiators do to reach win-win agreements. This strategy provides better negotiated outcomes, improved long-term relationships and better results due to more thorough preparation and planning.
The aim of the course is to gain more confidence when negotiating in English, widen the range of negotiation techniques, practise interest based (Harvard) negotiations and learn how to handle difficult situations more effectively.
The following topics will be covered:,- Planning and preparation,- Hard & soft negotiation techniques,- Avoiding the position trap,- Dealing with issues, not personalities,- Seeking win-win outcomes,- Using objective facts and standards,- Dealing with difficult situations and people,- Understanding negotiation processes.
The course is designed for all people who want to apply the Harvard negotiation technique in future negotiations.
Further information is available at or from Rudolf Woeste e-mail: ,Course fee: 895.00 EUR. The fee includes a one year EARMA-membership worth 150 EURO. EARMA members pay only 745 EURO. The fee also includes tuition, documentation, morning coffees, lunches, afternoon teas, refreshment drinks. ,Venue: Renaissance Karlsruhe Hotel, Karlsruhe, Germany
Accommodation is available in Renaissance Karlsruhe Hotel, Mendelssohnplatz, 76131 Karlsruhe at a special rate of EUR 73.00 per night (single room), incl. breakfast and garage.