Freie Plätze:
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 if more comfortable.)
Target Group
WU-Scientist of all fields, who seek to leverage their subject matter expertise and advance in their career by improving their negotiation skills.
Goals of the Workshop
- 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 of the Workshop
- 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.
Methodology of the Workshop
- 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
Location, Date and Time
Thursday, 21 March 2019, 9.00 am - 5.00 pm
Friday, 22 March 2019, 9.00 am - 5.00 pm
All registered participants will be informed of the location by email one week before the event.
Fees and Registration
This workshop is open to a limited number of participants. The registration deadline is 7 March 2019.
Please note that you should notify us before the registration deadline if you are unable to attend the workshop. Otherwise the full fee will be charged.
Please let the Personnel Development and Planning Office know if you will not be attending. There are often waiting lists for the workshops, and this will give one of your colleagues the chance to attend. In addition, if we can fill the vacancy with someone from the waiting list, no cancellation charges will apply for you.
To sign up for this workshop, please click "Register" at the bottom of this page. For any further information please contact Elke Rittersbacher (elke.rittersbacher@wu.ac.at, Ext. 4448).
The course fee is €40.
Trainer
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Dr. Claudia Winkler LL.M. (Harvard) is a negotiation and mediation trainer, the founder and lead training of The Negotiation Academy™, and the Director of the IBA-VIAC CDRC Vienna Mediation and Negotiation Competition. Claudia received her Master's and Doctor's degree in European and international law from the University of Linz, where she was on a tenure-track before leaving for her LL.M. at Harvard Law School.
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