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 2,790.00 (VAT-free, excl. travel and accommodation expenses), -10% Reduction for TU Wien Graduates

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.

Requirement for participation: Please register via our online form, opens an external URL in a new window. A short individual consultation with the program manager is also a necessity for participation.

By participating in the "Negotiations" program at TU Wien, you will develop solid negotiation skills and gain both theoretical and practical knowledge to help you succeed in any professional context. Take the opportunity to learn from experienced experts and elevate your negotiation competence to a new level.

Module 1: Fundamentals of Negotiation

• Understanding Negotiations and Their Importance: Learn why negotiations are essential in the business context and develop an appropriate mindset for conflict situations.
• Identifying Conflicts and Power Struggles: Learn to recognize conflicts and power structures early and act proactively to prevent escalations.
• Understanding Negotiation Partners and Their Styles: Understand the mentality and behavior patterns of your negotiation partners to better assess and respond to their motivations.
• Effectively Applying Strategies and Tactics: Develop individual negotiation strategies and use proven tactics to efficiently achieve your goals.
• Building an Efficient Negotiation Team: Learn how to form a team that achieves strong negotiation results by optimally utilizing roles and strengths.
• Conducting Negotiation Planning and Preparation: Learn how to prepare for negotiations in a structured and purposeful way to achieve the best results.
• Understanding Influence and Decision-Making: Recognize influencing factors and use psychological principles to steer decisions in your favor.
• Building Business Relationships and Cooperation Opportunities: Learn to develop long-term and sustainable business relationships based on trust and mutual benefit.

Module 2: Advanced and Specialized Aspects of Negotiation

• Structuring the Negotiation Process: Learn how to effectively manage and structure the entire negotiation process from opening to closing.
• Strategic and Mental Preparation: Develop deep preparation strategies and mental focus to act confidently even in complex negotiation situations.
• Choosing the Appropriate Negotiation Style: Flexibly adapt your negotiation style to different situations and partners to achieve maximum success.
• Managing Conflicts in Negotiations: Develop techniques to constructively resolve conflicts and avoid jeopardizing the negotiation process.
• Confidently Handling Difficult Situations: Learn to stay calm and act confidently even in stressful and sensitive negotiation situations.
• Understanding Aspects of International and Multicultural Negotiations: Prepare for international and multicultural negotiation scenarios to avoid misunderstandings and leverage cultural differences to your advantage.

Our tailored negotiation program is designed for a diverse and demanding audience seeking to elevate their professional negotiation skills to a new level. This program is ideal for:

• Executives: Those already in leadership positions who want to deepen their negotiation skills to conduct more efficient and successful negotiations. They will learn to resolve conflicts through targeted communication and optimize their strategic abilities.
• Ambitious Professionals: Individuals preparing for the next career step and seeking professional development in negotiations. Our practical methods and interactive learning modules provide the ideal foundation for success in complex negotiation situations.
• Entrepreneurs and Innovators: Those working in dynamic and rapidly changing environments such as start-ups, innovation labs, or think tanks. They will benefit from exchanges with other executives and experts from various industries and expand their network through valuable contacts.
• Conflict Managers and Mediators: Professionals regularly dealing with internal conflicts within companies and seeking efficient resolution strategies. Our program offers deep insights into conflict resolution mechanisms and provides practical techniques for effective conflict management.
• Professionals in International Contexts: Individuals dealing with multicultural and global negotiation partners. Our module on international negotiations helps them recognize cultural differences and develop appropriate negotiation techniques to successfully forge global partnerships.

Your TU Wien Academy for Continuation (ACE) Benefits:

• Application and implementation-oriented course content: Gain practical skills that can be immediately applied in real-world situations.
• Management reflection of the contents: Reflect on and integrate course learnings into your management practices.
• Exchange and networking opportunities within the framework of the seminar as well as the TU Wien ACE: Connect with peers and industry experts to share insights and build professional relationships.
• On-site classes centrally located at TU Wien: Attend conveniently located classes in the heart of Vienna

2 x blocked modules per semester. Organized part-time from Thu-Sat, full day (9.00 a.m. - 6.00 p.m.)