Convincing negotiations and successfully saying no - how you can get what you want

We negotiate several times a day but often we don’t identify them as such: talks about
organizing the work with a supervisor, using lab capacities, vacation plans, delegating tasks
to students, asking colleagues for a favorite, clothing style of our kids, etc. Quite often
people hesitate to start to negotiate because they are afraid to damage the (working)
relationship. This dilemma between having a good relationship and focusing (egoistically) on
our own interests especially occurs when we think about if we should/can say no.
In this seminar you will learn how you can successfully negotiate without damaging the
relationship. You will also learn the yes-no-yes strategy to say convincingly and also nicely
No. This seminar will encourage you to negotiate more often and will enable you to be get
more favorable and better results and still being a very well liked and respected colleague
and team member.

Goals:
o Understanding and teaching of basic rules for successful negotiation
o levers to improve everybody's own negotiation capabilities
o strategies for dealing with difficult negotiation situations
o Understanding and learning strategies how to say convincingly and therefore successfully NO
o Creating awareness of the important elements of good communication.
o Individual feedback to improve everybody’s negotiation skills
o Specific tips for successful negotiation on topics relevant to the participants (the topics
will be identified together with the participants in advance)

Trainer: Elisabeth Schick
Elisabeth have been working as a trainer for almost 20 years and as a management
consultant for 30 years. In her trainings she focuses on universities (for graduates, post docs
and professors). The trainings benefit from her own experience in negotiations,
presentations and self-presentation. Before becoming self-employed, she worked, among
other things, as managing director of an international Internet company of the Bertelsmann
Group and for five years at The Boston Consulting Group as a consultant and project
manager. Her clients in the training area include numerous universities, among others
University of Bonn, University of Göttingen, KIT Karlsruhe, University Heidelberg, University
of Mannheim, Max-Planck-Institute, Ludwig-Maximilians-University Munich, Eberhard Karls
University Tübingen, CEEM (Vienna), Technical University Vienna.

Language: English
Max. number of participants: 12