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Harvard methods of negotiation

Zeit: 05.12.2011 09:00 h - 05.12.2011 18:00 h
Ort: Wilhelm-Röpke-Haus, Universitätsstr. 25, Dekanatssitzungszimmer


Dr. Eva Reichmann

Weitere Informationen:

Harvard methods of negotiation

(1 ECTS)


Principled Negotiating (this is the correct titel, but "Harvard method" is well known in the German-speaking part)

Negotiating is a basic means of getting what you want from others – and a key competence required for more and more occasions in business.

The method of “principled negotiating” has been developed at the Harvard Negotiating Project. The method suggests to look for mutual gains and does not employ any tricks. This method is hard on the merits, but soft on the people and therefore enables you to be fair while obtaining what you are entitled to.

During the workshop you will learn how to separate the people from the problem, how to focus on interests and not on positions. You will invent options for mutual gains and learn to use objective criteria. We will also focus on communicative strategies that will help you to negotiate professionally.




The seminar is limited to 15 participants.

Obligatory registration to  EcoSkills.


With your registration a registration fee becomes due:

Participants of EcoSkills-Certificate: 25 Euro,

Participants of a single certificate: 30 Euro,

External participants: 50 Euro.

For the registration send an email with your name, register number (University of Marburg), title of the seminar, and date of the seminar.
Information on the registration formalities (including payment) can be found in our FAQ.


EcoSkills is funded by the European Social Fund and by the State of Hesse.

Logos: ESF und Hessen



EcoSkills - Economic and Business Soft Skills


Dr. Carolyn C. Becker
Tel.: +49 6421 28 21731

Zuletzt aktualisiert: 22.08.2011 · Carolyn Becker

Fb. 02 - Wirtschaftswissenschaften

Fb. 02 - Wirtschaftswissenschaften, Universitätsstraße 25, D-35037 Marburg
Tel. +49 6421/28-21722, Fax +49 6421/28-24858, E-Mail: dekanat@wiwi.uni-marburg.de

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