Webinar: Negotiation Skills for Your Academic Career

As professionals, we are challenged with an abundance of small and big negotiations every day. How effective you negotiate, ie how effective you assert yourself, advocate for your interests and find good solutions with others, determines how well you will advance.

As an academic, you are faced with a plentitude of negotiations, ranging from your colleagues and superiors to applications and negotiations for external funding, to structuring, implementing and getting support for your projects, for your publications and potentially all the way to your appointment negotiation. This workshop equips you with the insights, frameworks, tips, feedback, and practice to tackle your small and big negotiation challenges and apply them in furthering your academic career.

[The workshop will be conducted in English; participants are free to do work/negotiate in German]

Goals

• Get equipped with the negotiation skills that help you navigate and ease negotiations in the everyday academic environment
• Develop self-confidence in asserting yourself while keeping a positive relationship with the other side
• Gain practical experience and get feedback to become more confident and competent in your day-to-day negotiations
• Learn to use your personal negotiation style and adjust to any negotiation situation

Content

• Stop bargaining. Become an Interest-based negotiator and gain more for both sides with the Harvard Negotiation principles.
• Adapting a win-win approach; be a problem solver; let them “have it your way”.
• What kind of negotiator are you? Let’s analyze your personal negotiation style, realizing how it changes the outcome, learning how to adapt to different people and situations.
• 80% of the outcome is preparation! We will analyze how to prepare effectively for best results every time.
• One step at a time. How to move through a negotiation process in 5 simple steps.
• Relationships matter! Balance issues and relationships, create trust, rapport and long-term associations.
• The six win-win tools. Psychology and unconscious influences in negotiation that improve your results.
• When it comes down to money. Who should make the first offer? How high should it be? What is the best concession strategy? How do you anchor the other side?
• Leverage is power. How to strengthen your position by applying leverage (especially when you feel you do not have any)
• Communicating with confidence. Radiating success and self-worth, asserting yourself while staying collegial

The content will be adjusted based on the participants’ preferences and interests.

Methods

• Interactive Classroom. Content will be presented in a mix of lectures, discussions, case studies, demonstrations and group work
• Case Studies. All negotiation skills will be implemented and practiced by daily case studies for participants to prepare, discuss, negotiate, debrief and receive feedback on challenging negotiation situations of their field
• Total classroom to practice ratio > 1:1

In cooperation with
 

This course is part of the ENGAGE.EU Staff Academy, an initiative to enable academic and administrative staff to take part in workshops across the partner universities of ENGAGE.EU (an alliance of leading European universities in business, economics, and the social sciences). Enhancing the professional skills of our staff is at the core of the ENGAGE.EU staff academy - an opportunity for you to access intercultural courses and new and rich experiences.

Registration process for WU staff:

Please register as usual via the "Register" button in the menu on the left and follow the instructions.

Registration process for staff members of ENGAGE.EU partner universities:

Please send us an e-mail to personneldevelopment@wu.ac.at with the following information:

• Course title
• Full name
• Gender
• Name of your university
• Organizational unit
• Personnel category: administrative or academic staff member, with or without leadership responsibility

Participation is free of charge for staff members of ENGAGE.EU partner universities. Nevertheless, please inform us before the registration deadline if you are unable to attend by email to personneldevelopment@wu.ac.at. There are often waiting lists and this will give another person the chance to attend.

The course is partly organized via the my.km platform. By registering, you agree to the processing of your data in accordance with our Data Protection Statement.

• Get equipped with negotiation skills that help to navigate and ease negotiations in the everyday academic environment
• Developing self-confidence in asserting yourself while keeping a positive relationship with the other side
• Practical experience and get feedback to become more confident and competent in your day-to-day negotiations
• How to use your personal negotiation style and adjust to any negotiation situation