CLOSED!! Negotiate with Success: Tools and Mindset for Lasting Agreements

Course Information

  • Wednesday, March 28, 2018,
    9:00 AM till 5:00 PM
  • Thursday, March 29, 2018,
    9:00 AM till 5:00 PM
  • Registration Opens
    January 31, 2018, 9:00 AM
    Registration Deadline
    February 28, 2018
    Course Fees
    This course is free of charge for doctoral candidates and postdocs of the University of Basel only (min. 6, max. 12 participants).
    Melissa Davies
    1 ECTS
    Organized by

    Graduate Center
    Transferable Skills Program
    GRACE Homepage


    Do you want to learn specific skills and attitudes to improve your professional relationships?

    Do you want to increase your own negotiation capacities, enabling you to be more efficient?

    The strength of this approach to negotiation comes from its simplicity and proven efficiency. Highly practical, it helps you see negotiation more as a puzzle than as a chess game, and thus leads to more sustainable partnerships and internal collaboration.

    In this intensive workshop, participants will learn how the negotiation process is broken down into specific manageable units, each being a separate technical module with its own tools and techniques. Highly interactive, case studies are based on real situations: participants work in groups and role-play in simulated negotiations. The group then analyzes its performance and is debriefed by the expert on the outcome, increasing understanding, retention and confidence.


    At the end of the seminar, the participants will:
    • Recognize the characteristics and consequences of various styles of interactions, whether conflictual or not;
    • Understand how to build relationships based on interest and opportunity, rather than on conflict or persuasion;
    • Get an overview of the entire negotiation process and master each step;
    • Acquire the objectivity and competence necessary to prepare and lead negotiations for building sustainable partnerships;
    • Know how to prepare in an efficient and detailed way: what they want, how to quantify their aim, how to break it down into negotiable units;
    • Master tools directly usable in daily life, whether they are called on to negotiate or not;
    • Learn how to use effective questioning techniques, and verbal / non-verbal communication;
    • Understand how to build and make an offer, and reach an agreement;
    • Increase their negotiation capacities (hands-on practice) in a “risk-free” environment, thus enabling them to be more efficient.


    The format of the workshop is very interactive and hands-on, involving case studies, role-play and small group work. Participants will get actively involved in the course; they will be able to work on their specific situations (such as lab management issues, looking for a job, seeking a new partnership with an industry…) in a stimulating and guided process.

    Target Group

    Advanced Doctoral Candidates & Postdocs

    About the Trainer

    Melissa Davies is a graduate of the London School of Economics and a truly international consultant with broad experience in management (strategic and operational), particularly within the fields of organisational development, partnership brokering and fundraising and project management, both in the private, non-profit sectors and academic and scientific institutions (see for more details).

    Melissa is an independent professional negotiator with over 18 years’ experience of negotiating agreements and training in negotiation skills and conflict management in national and multinational companies and academia.

    A solution oriented coach, Melissa enjoys the challenge of helping teenagers, adults and organizations on their professional and personal development paths. Melissa is also involved in various “women in science” programmes.


    1 ECTS -> 18 h training plus preparation and follow-up. 1 ECTS corresponds to appr. 25 - 30 h student work.

    Preliminary work: please think carefully of a negotiation situation in which you are / will be involved.


    Registrations will be processed according on a “first come, first served” principle. The course registration will be confirmed by email. The registration to a course makes the participation in the full training mandatory. A course can be cancelled up to five working days before its scheduled date (send an email to Participants failed to attend a course for which they registered, remaining absent form a course without an excuse or cancel less than five working days in advance will be excluded from the transferable skills programme for the following semester. Please find the detailed regulations on the Transferable Skills Homepage.


    Universitätsbibliothek Basel (UB) Schönbeinstrasse 18-20, 4056 Basel

    3rd Floor, GRACE Room 306

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