Kursbeschreibung

Course language: english

Target Group:

Doctoral rechearchers of all faculties.

Trainer:

Dr. Michael Jäger

Two-Day-Seminar:

• Tuesday, May 19th, 2026, 09:00 a.m. - 05:30 p.m.
• Wednesday, May 20th, 2026, 09:00 a.m. - 05:00 p.m.

Content:

Getting to Yes (Fisher/Ury 1991) was a groundbreaking publication that documented the interdisciplinary efforts of professionals from a wide range of backgrounds (law, business, psychology to name just a few). Since then the Harvard Negotiation Project has spawned a wealth of knowledge on how to successfully reach agreements in negotiations. Or at least how to avoid the biggest blunders.

We will tap into this knowledge in our training course and combine theoretical background (e.g. on conflict, motivation, trust…) with practical exercises to learn proven concepts of conflict resolution through negotiation.

Overview:

I will provide a combination of theoretical input and practical exercises. If you are able to contribute examples/ cases from your respective line of work we will be able to even generate suggestions how to solve these cases.

We’ll address the following topics:

Conflicts as starting points

• What exactly are conflicts?
• What can be done to solve conflicts besides negotiation?
• Conflict escalation and de-escalation

Trust and negotiation

• How to establish a trusting relationship in negotiations. How to undermine trust
• What defines power in negotiations?

Preparing negotiations

• Goals and interests – what are my options in negotiations?
• BATNA
• How to set up a suitable environment for negotiation

Negotiation process and behaviour

• Different phases in negotiations
• Interview techniques/ structuring negotiations
• How to deal with difficult situations
• Coping with stress
• Closing

Registration:

Our courses are avilable via the booking portal of Kiel University's Continuing Professional Development Center. You will find them listed under the category  Exclusively for Doctoral Researchers. Courses within this category are part of the Graduate Center's qualification program. They are free of charge for doctoral researchers who are registered with the Graduate Center. To get access to these courses you must be register with the Graduate Center, here.

Registrations are welcome until May 3rd, 2026. We will then determine whether the minimum number of 10 participants has been reached. Should the minimum number of participants not have been reached, the event will not take place due to financial reasons. Once the minimum number of participants has been reached, further registrations are possible until 8 days before the event begins.

Organizational details:

•    As a general rule, we expect you to participate in our online events with the camera switched on. Please comply with the request of the trainers and/or lecturers if they remind you to do so.
•    Please note the data protection statement of the Graduate Center.
•    Please find information at the website of the Graduate Center for registration, waiting list and de-registration.
•    Please find information at the website of the Graduate Center for sanctions.
•    In order to book courses through booking portal of Kiel University's Continuing Professional Development Center, you will need to create a personal account. Once you have done so, you can use this account to register for the Graduate Center’s courses. This offers two main advantages:

1.    In addition to the Exclusively for Doctoral Researchers category, you will also have access to the full range of courses offered by the Continuing Professional Development Center and you can explore whether they might be of interest to you.
2.    You will have a consolidated record of all courses you have attended in one place.