Collaborative Negotiation

Collaborative Negotiation09.09.2024 09:00 - 17:00 (Mon)TUM Graduate School: Boltzmannstraße 17, 85748 Garching bei München, Raum 101Barbara von Graeve
Collaborative Negotiation10.09.2024 09:00 - 17:00 (Tue)TUM Graduate School: Boltzmannstraße 17, 85748 Garching bei München, Raum 101Barbara von Graeve
Negotiation, Collaboration, Relationships, Communication, Career
Course Description: 

We all negotiate every day - sometimes more and sometimes less obviously - with suppliers, superiors, 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 train 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.

Course aims: 
  • Different negotiation styles & the collaborative approach
  • How & what to prepare for a negotiation
  • Self-confidence through practice
Teaching methods: 

Presentation, Discussion, group work & partner work, roleplays & feedback rounds.

This course fits doctoral candidates in the following phase: 

During the doctorate │ at the end of the doctorate

Participation requirements: 


Technical requirements: 


Course preparation: 


Additional information: 


What participants say about this course: 
  • Clear structure, interaction with other participants, advances and opinions.
  • Barbara is a sympathetic trainer and has good knowledge about the topics.
Fachübergreifende Veranstaltung
Event type: 
Graduate School Geschäftsstelle
Responsibility for event: 
In Präsenz
Course Language: 
Course Capacity (Max): 
Course capacity (Min): 
Duration in hours: 
Financial contribution: 
40 Euro
Barbara von Graeve

Barbara von Graeve has worked in media and marketing since the beginning of her career, 9 years of which she spent at the marketing magazine Werben & Verkaufen. Here, as head of the events department, she built up and expanded the business unit, in particular through innovative seminar and conference concepts. There, Barbara also founded the W&V Women's Network so that women in the media and marketing industry could network and support each other in a targeted manner. Since 2018, the graduate brand sociologist has been consulting companies on diversity topics for FKi, developing and holding workshops, trainings and lectures, and managing various event projects, such as the Impact of Diversity Award. Barbara has been running the courses for doctoral students at the Technical University of Munich since 2018.