Everything you don´t learn in the lab
Negotiation
Topic area
(Self-) management
Format
Online or in-house workshop
Workload
2 webinars of 2-2.5 h each = 1 workshop day
Trainer
Philipp Gramlich
Target group
PhD students, postdocs and junior group leaders
Description
Negotiations are a crucial success factor for all types of careers, whether we negotiate about salary, contracts, working conditions or when trying to solve a conflict. Some people are afraid of negotiations or dislike them for fear of having to be sleazy to ‘win’.
Don’t worry, in this course, you’ll learn to use negotiation principles, which will further your relationships. They will help you to be assertive without using the elbow and are applicable in a very broad range of situations.
In this course you´ll learn about:
Salary negotiations
- When to leave the table
- Is it only the salary we’re talking about?
- In which situations and when is negotiating appropriate?
Hard vs. soft
- Do you need to be ‘tough’ to ‘win’ or is there a better way?
- Does the relationship to the other side have to suffer?
- Can I be assertive to my interests without being ‘bossy’?
Negotiations for conflict resolution
- Getting the buy-in from the other side to form a lasting agreement
- Tactics vs. open cards: when to choose which route?
Gender- and institutional perspective
- Why are women earning less?
- Can women ask for more without paying a social price?
- “Why should I pay women more if they don’t ask for it?” The institutional perspective on the gender wage gap: overcoming the zero-sum game
All participants receive a script of the course in PDF format for offline and future use so that they can work through the material offline as well as after the course.
Course Flow Online Workshops
Day 1
Live Webinar
- Harvard Principles
- Case: Salary negotiations
Days 2-4
The participants work through the materials, assignments and their personal case study at their own speed.
The instructor provides feedback.
Day 5
- Analyse and discuss tricky cases
- Debriefing
- Feedback
Until the end of week 3
Participants prepare for a negotiation and receive individual feedback from the course instructor.
Weeks 2-3
Individual written or oral feedback from the instructor.
This course can be used in the context of gender and diversity: why are women still earning less than men? We can give a particular focus to biases and stereotypes. For PhD students and post-docs: how can we play this playing field more successfully? For PIs: How can we change the playing field towards fairer negotiations and do we want this at all? Other workshops with relevance to gender and diversity are: Staff selection, biases and stereotypes, Intercultural communication and awareness, Women and career and Women in leadership.
This course can be extended into the field of Conflict management to give the full 2-day workshop “Conflict management”.
Interested in the topic, but less time available? You might be interested in our talk Harvard Negotiation Principles.
Interested to read more about Negotiation principles? We recommend reading Getting to yes, the basis for the Harvard Negotiation Principles.