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9:00 – 9:15 Course Introduction Speakers: Course Team
9:15 – 10:15 Introduction to negotiations
This session introduces the concept of principled negotiation. This approach to negotiation focuses on the interests of the parties and aims at achieving win-win deals. The session provides guidelines on how to prepare negotiations and different approaches to create value. Speaker:Bernard Denis
10:15 – 10:45 First negotiation: role play
This negotiation role play is designed to challenge negotiating parties to get to a preferred win-win deal. There are, however, elements in the scenario that could spark conflict. Information sharing is key. Speakers: Course Team
10:30 – 10:45 Round 1: preparing for negotiations
In small groups, you shall prepare your tactics for the first round of negotiations.
10:45 – 11:15 Coffee Break
11:15 – 12:30 Round 1: negotiation time
Groups shall now practice their negotiation skills in this role play session.
12:30 – 13:30 Lunch
13:30 – 14:00 Round 2: preparing for negotiations During this time, your group will prepare your strategy for the next negotiations.
14:00 – 14:45 Round 2: negotiation time
Building on what you have learned in the first round. In this session, you will have another opportunity to work towards the best deal.
14:45 – 15:15 Round 3: preparing for negotiations
Prepare for the third and final negotiation role play session.
15:15 – 15:45 Coffee Break
15:45 – 16:45 Round 3: negotiation time
At this final negotiation time of the day, participants should draw on the days learning and team work to find the best win-win solution.
16:45 – 17:15First negotiation role play: debrief
Discussions on the parties’ interests: How did the participants share the information and what impact did it have on the results? What mediation was required? What did we learn from multi-party negotiations? Question and answer session.
Speakers: Course Team
17:15 – 17:30Introduction to the second negotiation role play Introduction to the case and distribution of the confidential information. Speaker:Bernard Denis
8:30 – 9:15The negotiator’s dilemma Real-life negotiations need to include both cooperative and competitiveelements. Negotiators face a dilemma in deciding when to pursue acooperative and a competitive strategy. The session explores the tensionbetween value-creating and competitive value-claiming strategies. Speaker:Bernard Denis
9:15 – 10:15Second negotiation: role play The negotiation simulation is a two-party, multi-issue negotiation in whichparticipants are scored both on their performance in negotiating thesubstantive issues and on the quality of the established relationship. Speakers: Course Team
9:15 – 9:45 Clarifying the issues
9:45 – 10:15 Round 2: preparing for negotiations
Building on earlier learning, small groups will take this time to build their case for the next negotiation.
10:15 – 10:45 Coffee Break
11:45 – 12:45 Round 2: negotiation time
Building on your earlier experiences, bring your A game to the day’s final negotiation role play session.
12:45 – 13:00 Collecting the results
This brief session will allow the trainers to collect the results of the negotiation session and prepare for the debriefing later in the day.
13:00 – 14:00 Lunch
14:00 – 14:45 Reading body language Your body says a lot about you. The goal of this session is to make peopleaware of what their body discloses during a negotiation and give anintroduction on how to observe the other party and determine the meaning ofnon-verbal cues. Elements of body language reading will be illustrated usingscenes recorded during the second simulation. Speaker:Tom Flanagan
14:$5 – 15:30 Second negotiation play: debriefing This session will present the results from the role play assignment and identifythe participants’ negotiation styles. Speakers: Course Team
15:30 – 16:00 Coffee Break
16:00 – 17:30 Power in negotiation
There are different sources of power in negotiations. Having a strong Best Alternative to a Negotiated Agreement (BATNA) can boost your power at the negotiation table; a grasp of the substance is also very important. Time may play for or against one party, but in the end, the negotiation game is essentially about perception.
This session shall primarily discuss the different elements of power in negotiation, with a focus on how to identify your BATNA, and the impact of time.
The second part describes the techniques and dirty tricks used to shape perception and the associated psychological biases.
The third part will demonstrate how these techniques and tricks are used, or can be used, in the framework of technology transfer contracts and negotiations.
8:30 – 9:15 3D negotiations: moves beyond the negotiation table
In addition to unlocking value and using tactics at the negotiating table, negotiators need to master the third dimension of negotiation; “setting the table”. This is done by arranging the most promising negotiation situation and removing barriers to agreement.
9:15 – 10:30 Unblocking negotiation: case study Identifying the barriers to an agreement is a key negotiation skill. This casestudy describes a blocked negotiation. Participants have to identify possibleways to unblock it. Speaker:Tom Flanagan
10:30 – 11:00 Coffee Break
11:00 – 12:30 Wrap up: negotiation challenges This session is devoted to the discussion of practical negotiation challengesor blockages faced by the participants. Speakers: Course Team
12:30 – 13:30 Lunch
Venue Galaxy Hotel
ul. Gęsia 22a 31-535
Tel:+48 12 342 81 00
To reserve a room please use this link and insert the promo code ASTP
Training Course Rates
Member early bird until 30 September 2020: €1290
Member Fee: €1350
Non-member early bird until 30 September 2020: €1940
Non-member Fee: €2000
If you are not a member join here for €250 a year and benefit immediately from the membership discounts and other specials.
CE Points: 12
Adopt a negotiation approach aiming at achieving win-win deals.
Be able to balance cooperative and competitive approach at the negotiation table wisely.
Understand your negotiation style.
Know the psychological biases that can be used to shape perception.
Understand and protect yourself from dirty tricks.
Use and be aware of possible moves outside the negotiation table.
Be aware of what your body is saying to your counterparty and increase your ability to read body language
The different types of negotiations
Creating value in negotiations
Claiming value in negotiations
Power in negotiations
The impact of time in negotiations
Reading body language
Why join this course?
This three-day course will give the participants tools to prepare technology transfer negotiations and improve their skills to make moves both at the negotiation table and outside the negotiation table.
The interactive workshops include two negotiation simulations and various case studies based on the real-life experience of the trainers. The participants will have the opportunity to assess their negotiation style and will receive feedback on how effective they are at the negotiation table.
Who should attend?
Knowledge transfer officers and legal advisors in charge of the negotiation of knowledge transfer deals with industry and/or other academic institutes.
This course is designed for professionals having at least two years of experience in knowledge transfer activities. Participants are expected to be familiar with the different types of knowledge transfer agreements and in particular licenses and collaborative R&D.
The number of participants is limited to 16 persons in order to make sure that all participants benefit from adequate feedback on their negotiation skills and style.