Negotiation

Distance Learning

The focus of this seminar will be on two basic approaches to negotiations and a conflict style inventory (TKI). The Harvard’s Principled Negotiation technique, an integrative bargaining approach that strives towards jointly developing a win-win resolution by focusing on the interests, rather than the positions of the parties. The Distributive Bargaining technique is a competing, sometimes adversarial framework in which negotiators learn to resolve conflicts of interest through a bargaining process.

Seminar content

Introduction to different approaches to negotiations and their techniques Harvard’s Principled Negotiation (Positions vs. Interests, Reframing, Relationships & Building Rapport, Independent Standards, Best Alternative to a Negotiated Agreement) Distributive Bargaining/Negotiations (Defining Settlement Ranges and Target Points, Bargaining by Objectives, Pressure Bargaining Tactics) Thomas-Kilmann Conflict Mode Instrument (TKI)

The target group

The seminar is appropriate for all entrepreneurs, business executives, managers, lawyers, sales and retail managers, key account managers, political decision-makers and other professionals, who wish to improve their negotiations skills.

Your benefits

You develop and hone your negotiation skills and tactics, by practicing effective techniques in hands-on negotiation simulations. You are able to choose the most effective negotiation technique congruent with the respective culture of your company and that of your business partners.

Dates

05.05.-07.05.2021, 5.30 p.m.-8.00 p.m.

Seminar fee

€ 350,00 (exempt from VAT)

On the lecturer

Chris Newman

Completion of the seminar

Certificate of Attendance

Information & Registration

FH Campus Wien Academy GmbH Favoritenstraße 226 1100 Wien T +43 1 606 68 77-8800 F +43 1 606 68 77-8809 academy@fh-campuswien.ac.at

www.campusacademy.at