Training Course on Negotiations
29 June 2006 - 30 June 2006
Austria
Negotiations are frequent tasks in the day-to-day business of research managers and administrators. They deal for example with people, groups, institutions, contracts, projects, office matters or business relationships. So, negotiations have become an important part of the competitive business (and private) life. A successful negotiator knows what to do and how to do it by applying the negotiating instruments and techniques to achieve an outcome that satisfies both sides.
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 Negotiation 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 aims of the course are to gain more confidence when negotiating in English, widen your range of negotiation techniques, practise interest based negotiations and learn how to handle difficult situations more effectively. It also gives you substantial support in achieving your goals by practising. The course is highly participative and a strong focus will be on personal feedback.
The following topics will be covered:
• What makes a good negotiator?
• Planning and preparation tools
• Understanding the negotiation process
• Understanding your counterpart
• Dealing with difficult situations and people
• Persuasion skills
• Raising intercultural awareness.
The course is designed for all people who want to improve their negotiation skills by applying the Harvard negotiation technique.
Date: 29 – 30 June 2006
Course fee: 845 EUR. The fee includes tuition, documentation, morning coffees, lunches, afternoon teas, refreshment drinks. All participants must be EARMA members. Non-EARMA members will be charged an additional EARMA Individual Membership fee of 150 EUR along with the course fee (total 995 EUR). The membership is valid until 31 December 2007.
Venue: Akademie Hotel, Karlsruhe, Germany. Rooms are available at a special rate.
To book a place simply email your personal details to rudolf.woeste@ftu.fzk.de or go to http://www.fortbildung.fzk.de(opens in new window) for online booking, keyword "Effective Negotiations".
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 Negotiation 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 aims of the course are to gain more confidence when negotiating in English, widen your range of negotiation techniques, practise interest based negotiations and learn how to handle difficult situations more effectively. It also gives you substantial support in achieving your goals by practising. The course is highly participative and a strong focus will be on personal feedback.
The following topics will be covered:
• What makes a good negotiator?
• Planning and preparation tools
• Understanding the negotiation process
• Understanding your counterpart
• Dealing with difficult situations and people
• Persuasion skills
• Raising intercultural awareness.
The course is designed for all people who want to improve their negotiation skills by applying the Harvard negotiation technique.
Date: 29 – 30 June 2006
Course fee: 845 EUR. The fee includes tuition, documentation, morning coffees, lunches, afternoon teas, refreshment drinks. All participants must be EARMA members. Non-EARMA members will be charged an additional EARMA Individual Membership fee of 150 EUR along with the course fee (total 995 EUR). The membership is valid until 31 December 2007.
Venue: Akademie Hotel, Karlsruhe, Germany. Rooms are available at a special rate.
To book a place simply email your personal details to rudolf.woeste@ftu.fzk.de or go to http://www.fortbildung.fzk.de(opens in new window) for online booking, keyword "Effective Negotiations".