Description

In order to manage your PhD successfully, you need to be able to negotiate with different stakeholders in different circumstances, giving direction to different kinds of behaviour from people with different personalities. This course focuses on the interdependence of all parties involved and on how to increase the chance on getting to a real win-win situation.

At the end of this training, you will be able to:

•    see the difference between conflict styles and their impact on the negotiation

•    identify your negotiation partners and hence to strengthen your cooperation with your negotiation partners by focusing on what is needed

•    prepare a negotiation thoroughly and in a structured way

•    take the initiative to go through the negotiation in a structured way and to lead your negotiation partner through the different phases of a negotiation

•    choose deliberately how to act and respond to others, rather than reacting impulsively

•    deal with difficulties (manipulation, emotions, unclarity,…) in a solution focused way

Contents

•    Solutions Focus as basic communication paradigm

•    Identifying interaction patterns and how you contribute to these patterns

•    Changing undesired interaction patterns

•    Active listening

•    Assertiveness

•    Identifying negotiation partners and how to strengthen cooperation with them

•    Heading for a win-win: structure of a negotiation (phases)

•    Preparing a negotiation

•    Going through the different phases of a negotiation

•    Dealing with manipulation