How to improve your negotiation skills Or the art of letting someone else have it your way

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Alice Randall
8 years ago
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RESSOURCES HUMAINES SERVICE DE FORMATION DU PERSONNEL EPFL RI RH-F Téléphone : +41 21 693 34 30 Bâtiment BI Fax : +41 21 341 31 58 Station 7 CH-1015 Lausanne Site web : http://sfp.epfl.

1 RESSOURCES HUMAINES SERVICE DE FORMATION DU PERSONNEL EPFL RI RH-F Téléphone : Bâtiment BI Fax : Station 7 CH-1015 Lausanne Site web : How to improve your negotiation skills Or the art of letting someone else have it your way Negotiation is part of our daily lives and prevails many of our interactions. But what actually is the process made up of? What is negotiation? The world, and as a consequence relationships, are made up of increasingly interconnected systems, many complex and global. Parallel to this development new approaches and new ways of dealing with these relationships are constantly being developed and refined. Negotiation plays an increasingly important role in professional and personal relationships, both in your labs and at home, with your teams and your various partners and (academic) institutions. This highly practical seminar will cover tools, techniques and methodologies, together with their corresponding attitudes that will enable participants to understand what negotiation is, and how it can help them get what they want. Ce séminaire existe aussi en français

2 OBJECTIVES > Recognize the characteristics and consequences of various styles of interactions, whether in a conflict situation or not. > Understand how to build relationships based on interest and opportunity, rather than on power relationship or persuasion. > Get an overview of the entire negotiation process and master each step. > Acquire the objectivity and competence necessary to prepare and lead negotiations. > Know how to prepare in an efficient and detailed way. > Master tools that are directly usable in daily life, whether they are called on to negotiate or not. PARTICIPANTS > Project managers, senior staff, team leaders, group leaders METHODS > The strength of this approach to negotiation comes from its simplicity and common sense. It is practical and can be applied on both a professional and a personal level. The negotiation process is broken down into specific manageable units, each being a separate technical module with its own tools and techniques. Self-study activities carried out individually or in groups help participants put into practice what they have learnt, thus increasing understanding, retention and efficient usage. Case studies and group work (to allow for good team interaction) are based on real situations: participants work in groups and then role-play in simulated negotiations, which are filmed. The group then analyzes its performance and is debriefed by the expert on the outcome.

3 PROGRAM > Different methods of getting what you want. > The negotiation process on its various steps. > Fine-tune your preparation knowing what you want. > Communication and listening skills, a condition for a successful outcome. > Building, presenting and negotiating an offer. PRACTICAL INFORMATION Dates Duration Schedule Place Certificate See on days from 9am to 5pm. Lunch and coffee breaks are organised by STS the last day of the training. They are therefore taken together and only offered by the STS this day. EPFL, Building BI, Room of Staff Training Service A certificate will be delivered to participants who have attended the whole training.

4 TRAINER Melissa Davies: graduate in sociology and criminology (London School of Economics). Wide experience in management, organisational development and negotiations in business and social fields, both in international and multicultural contexts, private businesses, scientific and academic environments as well as non-profit organisations. Founder in 2000 of Negoservices offering specialised expertise, consultancy and training in negotiation skills. Co-founder of Beyond Profit Partners which aims at promoting organisational development and coaching services for non profit and non governmental organisations, and the public sector.

5 RESSOURCES HUMAINES SERVICE DE FORMATION DU PERSONNEL EPFL RI RH-F Téléphone : Bâtiment BI Fax : Station 7 CH-1015 Lausanne Site web : Enrolment Slip How to improve your negotiation skills March 17, 18 and April 15, 2016 Mrs Mr Surname First name Position Professional address EPFL - Station Prof. phone SCIPER N o Mobile phone Prof. Name of manager Signature of manager By your signature, you engage to release your collaborator for the whole duration of the course. Date and signature Send it to: Bulletin d inscription Les clés de la négociation au quotidien 29, 30 octobre et 19 novembre 201 EPFL RI RH-F, Service de Formation du Personnel Station 7, 1015 Lausanne - Fax

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RESSOURCES HUMAINES SERVICE DE FORMATION DU PERSONNEL EPFL PL RH-F Téléphone : +41 21 693 34 30 Bâtiment BI Fax : +41 21 341 31 58 Station 7 CH-1015 Lausanne Site web : http://sfp.epfl.ch Networking Effectively