Everything you don´t learn in the lab

Negotiation

Topic area
(Self-) management

Format
Online or in-house workshop

Workload
2-3 webinars of 2-2.5 h each = 1-1.5 workshop days

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. 

This course can be used in the context of gender: 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?

 

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. 

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.

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