Negotiations
Successfully resolve conflicts and achieve goals
This course allows the participants to understand and tackle the challenges of dealing with conflict situations through mindful and purposeful communication. Everyone faces challenging situations on a day-to-day basis. By developing personal negotiation skills and an appropriate mindset, not only is the stress and the complexity of the conflicts reduced, but those skills unlock hidden and powerful opportunities to improve the life and careers of the participants.
Great part of the course will therefore be focused on the participants with the aim to equip them with the knowledge and skills which enable them to grow their value and achieve their goals – at work and in business.
Didactics: Highly interactive learning with the alternance of presentations, discussions, role-play and feedback sessions.
Language: The course will be held in English.
Venue: TU Wien
Participation Fee: The participation fee is EUR 2,590 (VAT-free, excl. travel and accommodation expenses). For TU alumni a reduced participation fee of EUR 2,290 (VAT-free, excl. travel and accommodation expenses) applies.
A short preliminary meeting with the program manager is a prerequisite for participation.
Certificate: Certificate of participation from TU Wien or certificate for 8 ECTS credits with possibility of crediting to the Management & Technology MBA programs when writing a reflection paper.
By the end of the Module 1 the participants will be able to:
- Get an understanding on the purpose and power of negotiations
- Identify negotiation opportunities, conflicts & power struggles
- Recognize the basic elements of a negotiation
- Apply an effective and appropriate mindset to conflict situations
- Effectively understand the negotiator and their personal negotiation styles
- Understand the context and the interests/goals of the other parties
- Apply concepts of strategy and tactics effectively
- Build an efficient negotiation team
- Give proper emphasis to negotiation planning
- Conduct a negotiation preparation
- Understand biases and their effects on critical thinking and decision making
- Build solid business relationships and create future opportunities
By the end of the Module 2 students will be able to:
- Structure the negotiation process
- Prepare for negotiations – both strategically and mentally
- Choose the appropriate negotiation style for each particular situation
- Navigate conflicts in negotiations
- Handle difficult situations with confidence
- Deal with aspects related to international and multi-cultural negotiations.
Module 1: Thursday – Saturday, November 2 – November 4, 2023
Module 2: Thursday – Saturday, December 14 – December 16, 2023
Anyone interested in increasing their advancement opportunities. People in management positions or people who are aspiring to move up the corporate ladder. People dealing with internal conflicts in companies. People in rapidly changing environments like start-ups, innovation labs, think tanks, etc. People that need to maintain a good working relationship with a variety of stakeholders on different levels.
Faculty
Raluca Ionescu PhD is a lawyer and expert negotiator. She has 22 years of experience working at and with multinational banks during which she led numerous negotiations with international business partners from different industries and various cultures.
Thanks to various leadership roles paired with her background of business psychology and organizational behavior, she gained a sound understanding of the dynamics within organizations and learned how to negotiate with a wide range of stakeholders.
After switching from the corporate world to entrepreneurship, Raluca Ionescu founded her own consultancy company GROWMIND e.U. www.growmind.eu and currently works as an independent consultant, business coach and lecturer specialized in negotiations and leadership development.
![[Translate to English:] Porträt Dragos-Cristian Vasilescu](/fileadmin/_processed_/6/f/csm_Dragos-Cristian_Vasilescu_fe90bda262.jpg)
Dragos-Cristian Vasilescu is a consultant, trainer, lecturer and program coordinator in the fields of negotiation, management and innovation. He is the founder of vasilescu.pro Solutions, opens an external URL in a new window, a consulting company focused on increasing the efficiency of organizations by reducing conflicts and enabling them to create better and more sustainable deals. Additionally, he is the co-founder of the Austrian Association for Negotiation and Conflict Management, a lecturer at Vienna University of Technology for more than 10 years, a guest lecturer at Vienna University of Economics, FH Wien der WKW and several other universities. His passion for negotiation and helping people succeed lead him to train over 1800 individuals and participate in over 800 negotiations on 3 continents in the past 12 years on topics ranging from policymaking, industry and business, diplomacy and international negotiations. His business clients are coming from various fields such as real-estate, manufacturing industries, gaming and technology companies, logistics and more. Well-connected at the international level, he is member of multiple professional negotiation organizations such as POINT, INTRA, NGNPC and AANCM, a judge in many international competitions and a reviewer for several negotiation journals.
More information
- Register now!
- Send the registration form via e-mail to: compact-programs@tuwien.ac.at
Important dates
Program start: November, 2 2023
Contact
T +43 1 588 01 41708