Course 6: Negotiation According to the Harvard Modell

Welcome & Networking, Good Scientific Practice & Research Integrity23.10.2024 10:00 - 18:00 (Wed)TUM Graduate School
Course 6: Negotiation According to the Harvard Modell 24.10.2024 09:00 - 17:00 (Thu) Anne Wiebelitz-Saillard
Course 6: Negotiation according to the Harvard Modell 25.10.2024 09:00 - 16:00 (Fri) Anne Wiebelitz-Saillard
Negotions, Harvard Model, Intercultural Communication
Course Description: 

Negotiations often fail because both parties want to emerge as "winners" and sometimes even resort to unfair/destructive methods to achieve their goals. Unfortunately, most of us do not know how to reach mutually acceptable agreements. Often we go into negotiations with the approach of fighting or compromise. But there is another solution. By using the Harvard Method, you will learn how to prepare for and conduct negotiations to find solutions that satisfy both parties in conflict. You will be able to reflect on your personal communication and negotiation style and find out how to improve your collaborative skills. All content is reviewed for applicability from an intercultural and moral perspective.

Course aims: 

Participants learn how to... 

  •       clarify a problem directly with the “problem person”
  •       discover and reflect on (theirs and others) communication style
  •       increase self-confidence and stand up for their needs
  •       work out a cooperative solution
  •       encourage others to cooperate
  •       design mutually accepted agreements
  •       reflect on their emotional intelligence and empathy within negotiations
  •       be more aware of their body language
Teaching methods: 
  • Alternating active exercises and units of information
  • Individual, group and plenary work
  • Text reading
  • Role plays
  • Individual feedback
Participation requirements: 


Technical requirements: 


Course preparation: 


Graduate School Geschäftsstelle
Responsibility for event: 
In Präsenz
Course Language: 
Course Capacity (Max): 
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Financial contribution: 
Anne Wiebelitz-Saillard

Anne Wiebelitz-Saillard has been working as a trainer for foundations & NGOs, universities and works councils since 2008. She studied Political Science, Southeast European Studies and Intercultural Business Communication. She completed a three-year international trainer training at the Theodor-Heuss-Kolleg of the Robert Bosch Stiftung and MitOst e.V. and deepened her knowledge in the field of conflict management through further training in the ATCC approach to systemic conflict transformation as well as Thérapie Sociale (Institut Charles Rojzman).


Main focus: Intercultural cooperation and communication in teams, conflict competence and management, multiplier trainings (train-the-trainer).


She has the ability to take different perspectives and to listen to people empathically. This enriches our team just as much as her structured approach, through which she never loses sight of the goal in the process.