20 Feb
20. Feb. 2020

1756: Effective Negotiation Skills



Jens Behrend Trainer, Mediator & Coach / Commercial Manager


Thursday, 20th February 2020, 09am-05pm and
Friday, 21st February 2020, 09am–05pm as well as
Saturday, 22nd February 2020, 09am–05pm (at the full hour)

Course Content:

We all negotiate on a daily basis - with our fellow students, colleagues, roommates, family, (business) partners and friends. Whether it is about the distribution of tasks in a study group, the negotiation of contracts with employers and sellers, vacation planning with the partner or the division of household duties in the shared apartment. When you are able to put yourself in the other party's shoes, you will more likely achieve a joint solution that satisfies both sides.
The purpose of this workshop is to highlight the importance of negotiations in the various areas of human interaction and to provide an understanding of the basic negotiation principles and strategies. Each participant has the opportunity to participate in negotiation simulations in order to practice and hone the negotiation strategies and skills.

Learning Goals:

Topics Covered:

  • Preparation and execution of the negotiation process in a structured manner
  • The main principles of a constructive negotiation
  • The phases of the negotiation process
  • Body language, active listening and question techniques
  • Proper handling of negotiation tricks, pressure and unfair negotiation tactics used by the other party
  • Understanding the interests, priorities and goals of all parties in order to create win-win situations
  • Application of the taught skills and strategies in practical negotiation role-plays

Study Performance:

Full attendance and active participation, involving in practical exercises and role play, reflecting of practical exercises, presenting of work results, completion of possible tasks between the course days, seminar language is English.


On Stud.IP


2 Credits

Bachelor’s degree and Master’s degree at Leibniz University of Hanover, further information regarding your course of studies on the website:  www.zqs.uni-hannover.de/de/sk/leistungspunkte/anrechnung-studium/

Fächerübergreifender Bachelor „Schulischer Schwerpunkt“
a) Studienbeginn vor 01.10.2019: Pflichtmodul Schlüsselkompetenzen Bereich A
b) Studienbeginn nach 01.10.2019: nicht anrechenbar

Fächerübergreifender Bachelor „Außerschulischer Schwerpunkt“:
Pflichtmodul Schlüsselkompetenzen Bereich A

B.Sc. Technical Education
a) Studienbeginn vor 01.10.2019: Pflichtmodul Schlüsselkompetenzen Bereich C
b) Studienbeginn nach dem 01.10.2019: Pflichtmodul Schlüsselkompetenzen Bereich C


20. Feb. 2020


über Stud.IP