Negotiating with Success

Tools and Mindset for Lasting Agreements

Course Information

Date
  • Thursday, November 07, 2019,
    9:00 AM till 5:00 PM
  • Friday, November 08, 2019,
    9:00 AM till 5:00 PM
  • Registration Opens
    August 7, 2019, 9:00 AM
    Registration Deadline
    October 10, 2019
    Course Fees
    This course is free of charge for doctoral candidates and postdocs of the University of Basel only (min. 6, max. 12 participants).
    Trainer
    Patricia Palagi Graf
    Organized by

    Graduate Center
    Transferable Skills
    grace@unibas.ch
    GRACE Homepage

    Aims

    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 self-confidence.

    Content

    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;
    • 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;
    • Increase their negotiation capacities (hands-on practice) in a “risk-free” environment, thus enabling them to be more efficient.

    Methods

    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

    Dr. Patricia Palagi is a freelance negotiation trainer for Negoservices (solution focussed negotiation) as well as the Training Team Leader at the SIB Swiss Institute of Bioinformatics. Patricia is a biologist and computer scientist by training and holds a PhD in Cognitive Sciences from the Institut National Polytechnique de Grenoble, France. Her career led her from Brazil to France then Switzerland, and all along she gained long-standing experience as a scientist, a trainer, a project manager, and a leader of multicultural and multinational projects. She has been involved in international negotiations in academic settings throughout her career, and in particular for the last 5 years as the Training leader of a large European project counting over 40 partners from 21 countries.

    Workload

    18 h training plus preparation and follow-up. Preliminary work: please think carefully of a negotiation situation in which you are / will be involved.

    Feature

    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. For this workshop unexcused absence and cancellation of the workshop after the registration deadline leads to a penalty fee of CHF 30.00. (send an email to grace@unibas.ch). Please find the detailed regulations on the Transferable Skills Homepage.

    Location

    Universitätsbibliothek Basel, GRACE room 306 (3rd floor) Schönbeinstrasse 18-20, 4056 Basel

    GRACE room 306 (3rd floor)

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