| Title | Time | Room | Teacher |
|---|---|---|---|
| Collaborative Negotiation | 20.04.2026 09:00 - 17:00 (Mon) | TUM Graduate School: Boltzmannstraße 17, 85748 Garching bei München, Room 101 | Barbara von Graeve |
| Collaborative Negotiation | 21.04.2026 09:00 - 17:00 (Tue) | TUM Graduate School: Boltzmannstraße 17, 85748 Garching bei München, Room 101 | Barbara von Graeve |
Transforming Conflicts into Opportunities
We all negotiate every day - sometimes more and sometimes less obviously - with suppliers, superiors, collaboration partners or colleagues. In contrast to a negotiation with a car salesman whom we will never see again, we work with the aforementioned people on a long-term basis - we have a relationship.
Accordingly, it is (usually) important for us to have a good relationship, a trustful interaction and a pleasant working atmosphere - and no bad feelings after a negotiation. A proven approach to successfully conduct negotiations within relationships is the collaborative negotiation style. It helps us,
- to understand the perspective and motivation of the other party
- to argue confidently with facts and objective standards
- to achieve a true win-win solution
without losing sight of our own interests and goals.
In this workshop we will practice the collaborative negotiation approach in several exercises, which will also reflect real situations from your professional life. Within this framework, we will also cover preparing a negotiation as well as the effects of voice and body language.
- Different negotiation styles & the collaborative approach
- How & what to prepare for a negotiation
- Self-confidence through practice
Presentation, Discussion, group work & partner work, roleplays & feedback rounds.
During the doctorate │ at the end of the doctorate
None.
None.
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- Clear structure, interaction with other participants, advances and opinions.
- Barbara is a sympathetic trainer and has good knowledge about the topics.
Barbara von Graeve has worked in media and marketing since the beginning of her career, nearly 10 years of which she spent in leading roles at the Süddeutsche Verlag. Since 2018, the graduate brand sociologist has been consulting companies like Volkswagen, KfW or Deutsche Bahn on diversity topics for FKi. The data driven FKi approach supports companies to foster transformation and innovation through their diverse workforce. Barbara has been running the courses for doctoral students at the Technical University of Munich since 2018.