Fundamental negotiation skills

Fundamental negotiation skills

Negotiations are ubiquitous. People negotiate in their jobs, in politics, in the sports sector, in economy and at internati­onal diplomatic tables. You might personally negotiate your first salary soon. And if you are not one of the (un-)lucky ones that have the honor to negotiate their salary, you will likely negotiate about the price for a car, on a flea market, about a mobile phone contract or together with your part­ner on how to spend your free time together.

Irrespective of the specific content of a negotiation, this workshop will teach you fundamental strategies and skills for success at the bargaining table. In several hands-on and applied negotiation tasks, you will have the opportunity to try out new techniques and to extend your personal negoti­ation skill set.

The topics that will be covered include:

  • Preparation of a negotiation
  • The first offer: When and how to start?
  • Strategies: Which concessions do I make; how do I react toward my opponent?
  • Nonverbal aspects and how they influence your and your counterpart's thinking and decisions
  • Deal-making: How to increase your shared pie and how to claim the largest slice.

Information on the event

: Friday, 13th December 2019

Time: 10.00-17.00 hrs.

Venue: Graduate Centre, Building C9 3 (see location plan)

Fee: 70 Euro (less GradUS credit; see below)

Registration: see information in the top-right corner (max. 12 participants)

Please note

further information on the GradUS credit and participation in workshops


Prof. Dr. David Loschelder, Business Psychology and Experimental Methods at Leuphana University Lüneburg, certified behavioral trainer, research / teaching on negotiations and conflict management, trainer for seminars and workshops on negotiations for students at the Universities of Zürich, Basel, Bern, Trier, and Saarbrücken as well as for professionals (e.g., UEFA, MAN).