Negotiation
skills
An interactive training session for: From: Course Leader: Max no of attendees:
Research Council of Norway at Quality Spa og Resort, Son, Norway 13:15 – 18:00, Wednesday 19 September 2012 Robert Marshall 50
Programme 13.15 Welcome and introduction 13.20 Critical negotiations: video and discussion 13.35 Presentation: Negotiating for success: principles, positions and interests 14.30 Questions & discussion 14.35 A self-assessment questionnaire 15.00 Feedback & discussion on questionnaire 15.15 Comfort break 15.40 Presentation: Planning a negotiation 16.05 Scenario: University technology licensing
Read brief (5 minutes) Within your group, discuss and plan your approach (25 minutes) Negotiate with the other parties (35 minutes) Feedback and discussion on outcome of exercise
17.15 Presentation: Tricks, games and gambits… 17.40 Closing discussion & questions 17.50 Feedback forms/handouts 18.00 Close