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Negotiation for scientists - mindset and tools for lasting partnerships - ONLINE WORKSHOP

PLEASE NOTE THAT THIS IS AN ONLINE COURSE TAKING PLACE IN TWO SEGMENTS: 04 & 05 September 2024 (2 days); 02 October 2024  (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"

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.

At the end of the workshop, participants will:

  • Recognize the characteristics and consequences of various styles of interactions, whether conflictual or not
  • Understand how to build relationships based on interest and opportunity, rather than on conflict or persuasion
  • 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 practise) 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.


Segment One: Day 1 and 2 will run from 09:00 to 17:00 (04 & 05 September 2024)

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 (02 October 2024)

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  




04 September

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


05 September

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


02 October

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