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9:00 – 9:15 Course Introduction Speakers: Course Team
9:15 – 10:15 Introduction to negotiation This session introduces the concept of principled negotiation. Thisapproach to negotiation focuses on the interests of the parties and aimsat achieving win-win deals. The session provides guidelines on how toprepare 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 parties to negotiate toget to a preferred, win-win type of deal for everyone. However, there areelements in the scenario that could spark conflict. Sharing information iskey. Speakers: Course Team
10:30 – 10:45 Round 1 – Preparation
10:45 – 11:15 Coffee Break
11:15 – 12:30 Round 1 – Negotiation
12:30 – 13:30 Lunch
13:30 – 14:00 Round 2 – Preparation
14:00 – 14:45 Round 2 – Negotiation
14:45 – 15:15 Round 3 Preparation
15:15 – 15:45 Coffee Break
15:45 – 16:45 First Negotiation role play (cont.)
Round 3 – Negotiation
16:45 – 17:15First negotiation role play debriefing Discussions on the parties’ interests: How did the participants share theinformation and what impact did it have on the negotiation results? Whatmediation was required? What did we learn from multi-party negotiations?Q&A. 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 Preparation
10:15 – 10:45 Coffee Break
11:45 – 12:45 Negotiation
12:45 – 13:00 Collecting the results
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 BestAlternative to a Negotiated Agreement (BATNA) can boost your power at thenegotiation table, and a grasp of the substance is also very important. Timemay play for or against one party, but at the end the negotiation game isessentially about perception.This session first discusses the different elements of power in negotiationwith a focus on how to identify your BATNA and what is the impact of time.
The second part describes the techniques and dirty tricks that are used toshape perception and the associated psychological biases.
The third part describes how these techniques and tricks are used, or canbe used, in the framework of technology transfer contracts and negotiations. Speakers: Course Team
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 thetable”. This is done by arranging the most promising negotiation situation andremoving barriers to agreement. Speaker:Bernard Denis
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 Negotiation challenges you are facing: wrap-up 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 following promo code code/ASTP/p2020-03-16/w2020-03-21/
Training Course Rates
Member early bird until 5 February 2020: €1290
Member Fee: €1350
Non-member early bird until 5 February 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.