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Negotiation for scientists - mindset and tools for lasting partnerships - online

PLEASE NOTE THAT THIS IS AN ONLINE COURSE TAKING PLACE IN TWO SEGMENTS: 9 & 10 November 2022 (2 days); 6 December 2022 (1 day)
You will need to be able to attend from a quiet place where you can work undisturbed. You will need a good internet connection, a webcam and a microphone for video calling. The course uses Zoom.

"See negotiation more as a puzzle than a chess game for better results" - Melissa Davies

This workshop focuses on negotiation. Participants will gain an understanding and mastery of the negotiation process, which will support them in reaching their professional as well as private goals, and in building lasting partnerships. The course blends the delivery of theory with the practice of tools and a specific focus on the direct negotiation needs and experiences of participants.

For the delivery of theory, examples from a scientific context are deliberately NOT used, to avoid clouding the assimilation of theory. For the focus on participants direct needs, the focus is (usually) on the scientific context, though other non-work-related scenarios can also be raised for support. The course is of greatest use to participants with a specific negotiation scenario that they need support with; preferably something coming up in the future, or at least something they wish to reflect on and gain insight into from the past.

At the end of the workshop, participants will:

  • Recognize the characteristics and consequences of various styles of interactions;
  • Understand how to build relationships based on interest and opportunity;
  • Get an overview and analysis of the entire negotiation process and master each step;
  • Acquire the objectivity and competence necessary to prepare and lead negotiations;
  • Know how to prepare in an efficient and detailed way: what they want, how to quantify their aim,
    how to break it down into negotiable units;
  • Master tools directly usable in daily life, whether they are called on to negotiate or not;
  • Learn how to use effective questioning techniques, and verbal / non-verbal communication;
  • Understand how to build and make an offer and reach an agreement;
  • Increase their negotiation capacities (hands-on practice) in a “risk-free” environment, thus enabling
    them to be more efficient, save time and share a coherent approach.
  • Increase their capacity to build collaborative partnerships.

The format of the workshop is highly interactive and practical, involving case-studies, role play, small group work and discussion sessions. Participants will get actively involved in the course, discussing their own life experiences and being self-reflective, in a stimulating and guided process. They will acquire tools that can be readily used in daily life.

The course takes place in two segments. In the first segment (2 days), participants will be introduced to negotiation theory and supported to develop their own negotiation roadmaps. There is then a month between the first segment and the second to allow participants to implement the tools and ideas they have learned and developed before reconvening to trouble-shoot, deepen their understanding and finalize their learning.


Segment One: Day 1 and 2 will run from 09.00 to 17.00 (9 & 10 November 2022)

Segment Two: Day 3 will run from 09.00 and 17.00 one month after Segment One, allowing for time to practice the skills and identify challenges (6 December 2022)

PLEASE BE SURE YOU CAN ATTEND ALL THREE DATES; Attendance of all three is required to receive a certificate of attendance and to gain full value from the course.

Trainer: Melissa Davies   



Each day will include regular comfort breaks, coffee breaks, and a 1-hour lunch break. Days run from 09.00 to 17.00 (CET/Berlin time zone).


09 Nov 2022

Negotiation – a mindset and a process Definition, 5 steps, prerequisites.
Step 1 - Contextual analysis – a macro analysis of the situation
Step 2 - Goal preparation and negotiation roadmap – a highly detailed analysis of the goal
Case study


10 Nov 2022

Work on individual situation
Step 3 - Encounter – how to meet the other party and communicate in an assertive yet collaborative way
Negotiator communication toolbox Structure of a negotiation encounter Verbal and non-verbal considerations
Case study and role play

SEGMENT 2, DAY III (1 month later)

06 DEC 2022

Debrief on individual roadmaps and observations on specific changes tested.
Step 4 – Offer – how to build, present and work on an offer
Step 5 – Implementation Case study and role play