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Hard man, soft woman: negotiations for both genders

Duration: 60 minutes

Trainer: Philipp Gramlich

Target group: All (PhD students to professors)

Number of participants: No limit

A recent study found that men describe negotiations as “winning a ballgame” while women use metaphors like “going to the dentist.” Little wonder that men are keener to engage in negotiations than women.

However, do our judgments about negotiations hold true? Do we need to be 'hard' to 'win', does our relationship with the 'opponent' have to suffer?

What effects do our different negotiation behaviours have? How can we break out of the zero-sum hard-soft negotiation concept?

In this talk, we´ll gain some insights into the Harvard Negotiation Principles, which teach us how to stand up to our interests and values, while respecting the other side and ideally forge win-win situations in a dialogue between partners. But hey, doesn´t this sound a lot like communication and interaction patterns which are said to be typically 'female'?

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