This course will provide tools to prepare technology transfer negotiations and improve skills to make moves both at and outside the negotiation table
Why join this course?
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 people in order to make sure that all participants benefit from adequate feedback on their negotiation skills and style.
Learning Objectives
- 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 body language
Course Topics
- 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 body language
- Programme
- Speakers
- Venue
Programme
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Wed 22 March 2023
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09:00 - 09:15 Course introduction
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09:15 - 10:45 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. You shall also be provided with guidelines on how to prepare negotiations. Before starting a negotiation, it is however essential to understand who the actual parties are in the negotiation.
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10:45 - 11:15 Coffee Break
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11:15 - 12:45 First negotiation role-play
This negotiation role-play is a two-party negotiation. It is designed to challenge both parties to negotiate and get to a win-win type of deal. Sharing information is key.
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12:45 - 13:45 Lunch
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13:45 - 14:30 First negotiation role play (cont.)
Debriefing.
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14:30 - 15:00 The negotiator’s dilemma
Real live negotiations essentially include both cooperative and competitive elements. Negotiators face a dilemma in deciding when to pursue a cooperative and a competitive strategy. The session explores the tension between value-creating and value-claiming strategies and how to prepare to get more of what you want.
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15:00 - 15:30 Coffee Break
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15:30 - 16:00 The negotiator’s dilemma (cont.)
The session explains how to prepare for negotiation where value-creating and value-claiming strategies coexist and how to get more of what you want.
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16:00 - 16:30 Introduction to the second negotiation role-play
Introduction to the case and how to prepare for it.
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16:30 - 16:45 Summing Up
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19:00 - 22:30 Networking Dinner
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Thu 23 March 2023
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09:00 - 11:15 Second negotiation role play
The negotiation simulation is a two-party, multi-issue negotiation in which participants are scored on both their performance in negotiating the substantive issues, and on the quality of the established relationship.
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10:30 - 11:00 Coffee Break
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11:15 - 11:45 Coffee Break
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11:45 - 12:30 Non-verbal communication
Your body says a lot about you. The goal of this session is to make people aware of what their body tells the other party and give an introduction on how to observe the other party in a negotiation and determine the meaning of non-verbal clues in this setting. Elements of body language reading will be illustrated using scenes recorded during the simulations.
Trainer : Laura Spinardi -
12:30 - 13:30 Lunch
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13:30 - 14:15 Second negotiation role play (cont.)
Debriefing.
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14:15 - 15:00 Online negotiations
Commercial negotiations are made up of a series of negotiations including face to face meetings and various different media and technologies, including e-mails and video conferences. Being able to choose wisely among the different communication modes requires careful consideration of the advantages and disadvantages that go along with each of these choices.
Trainer : Laura Spinardi -
15:00 - 15:30 Coffee Break
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15:30 - 16:00 Online negotiations (cont.)
Debriefing the e-mail negotiation.
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16:00 - 16:45 Cultural aspects in negotiations
Negotiation with a company in your own country is not the same as negotiating with a company in USA or China. There are also cultural differences between European countries which need to be understood to be an effective negotiator. This session describes a few cultural dimensions that needs to be understood to effectively deal with international negotiations and provides some tricks to adjust your perceptions and actions to get better results.
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16:45 - 17:00 Summing Up
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Fri 24 March 2023
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09:00 - 10:30 Power in negotiations
There are different sources of power in negotiations. This session first discusses the different elements of power in negotiation. The second part describes the techniques and dirty tricks that are used to shape perception and the associated psychological biases.
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10:30 - 11:00 Coffee Break
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11:00 - 11:30 Unblocking negotiations and moving beyond the negotiation table
In addition to unlocking value and using tactics at the negotiation table, negotiators need to master the third dimension of negotiation that is “setting the table”. This is achieved by arranging the most promising negotiation situation and removing the barriers to an agreement.
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11:30 - 12:30 Negotiation challenges you are facing
This session is devoted to the discussion of practical negotiation challenges or blockages faced by the participants.
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12:30 - 12:45 Bringing it home – Wrap-up
Attending a negotiation course is just one stop on a long journey to develop negotiation skills.
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12:45 - 13:45 Lunch
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Speakers
Venue
Venue - Artis Centrum Hotel
Totorių g. 23, Vilnius LT-01120, Lithuania
The training will be at Artis Centrum Hotels Vilnius.
Room rates
Standard single room : €60.00 per night
Standard double room for single use : €64.00 per night
Standard double room for double use : €72.00 per night
Executive room : €85.00 per night
All rates include breakfast (hot buffet), VAT, internet: WiFi and LAN, usage of fitness room FOC 24 hours, coffee/tea in the room.
Not included: city tax – €1.00 per person per night
For reservation, kindly email reservations.artis@centrumhotels.com and state ASTP2023 in the subject
Other recommended hotels nearby
1. Novotel Vilnius Centre**** (550 m from the training venue)
2. ibis Vilnius Centre *** (1.4 km from the training venue)
