We negotiate every day - with potential employers, co-workers, customers, landlords, bosses, vendors, spouses, etc. Although negotiation is ubiquitous and part of our daily lives, many of us know little about the strategies, techniques, and psychology of effective negotiations: Why do we sometimes get our way, while other times we walk away feeling frustrated by our inability to achieve the agreement we desire? How can we strengthen our negotiating position?
The Negotiation Lab is an initiative of the Specialized Field International Law and Alternative Dispute Resolution at the Department for Legal Studies and International Relations at the University of Continuing Education Krems in cooperation with Ulrich Kopetzki. As a competence center for negotiation, the Negotiation Lab offers innovative courses to teach practical negotiation knowledge and skills. Due to the interdisciplinary character of negotiation research and the broad relevance of the topic, the Negotiation Lab offers not only independent courses, but also modules that can be integrated into already existing courses for students of all fields of study as an extension of the curriculum. The range of courses offered is constantly being expanded.
The aim of the courses is to give participants an insight into the techniques and strategies used by successful negotiators. The relevant skills are acquired through theoretical input and a series of supervised simulations.
Key takeaways. Participants will...
- ... learn how to analyze negotiation situations and develop a negotiation strategy based on this analysis.
- ... understand key negotiation concepts.
- ... improve their analytical skills to understand the behavior of others.
- ... acquire a toolkit of useful negotiation skills and strategies for practice.
The scope of the course content can be flexibly adapted to the needs of the course participants or the course program. Experience suggests that at least two full course days are recommended for an introduction to basic negotiation strategies and techniques.
Stand-alone courses can be offered as a block or as a semester-long course. A blocked "Executive Course" could comprise e.g. three full course days, a semester-long course could take place e.g. every 14 days (for a total of approx. seven half-days).
Negotiation Lab Courses
7-10 October 2016: Negotiation Strategies and Techniques (International Dispute Resolution, LL.M. & General Management MBA) (English)
31 August 2018: Successful through better negotiation - strategies and techniques for professional practice (Summer School 2018) (German)
14-15 June 2019: Negotiation Strategies and Techniques (University Course: Master of Legal Studies - Specialization in European Law) (German)
10 April 2021: Alternative Dispute Resolution (Sports Law, LL.M.) (German)
11-12 June 2021: Negotiation Strategies and Techniques (Master of Legal Studies - Specialization European Law) (German)
20 March 2022 - 3 April 2022: Negotiation, Conflict Management and Intercultural Competence II (International Business Law, LL.M.) (English)
6 June - 19 April 2022: Negotiation, Conflict Management and Intercultural Competence II (International Business Law, LL.M.) (English)
17-18 June 2023: Negotiation Strategies and Techniques (Master of Legal Studies - Specialization in European Law) (German)
As part of the "Extended University", selected courses of individual programs can be booked separately.
Lehrveranstaltungsleiter und Fachkoordination
Ulrich Kopetzki is a lawyer with a focus on dispute resolution. He headed the German-speaking case management team at the International Court of Arbitration of the International Chamber of Commerce in Paris and acts as party representative and arbitrator in international arbitration proceedings. In addition to his work in the field of international arbitration, Mr Kopetzki is an expert in negotiation. He was a visiting researcher at the prestigious Kellogg School of Management at Northwestern University in Chicago, where he conducted research at the Dispute Resolution Research Center and completed the Negotiation and Mediation Research and Teaching Certificate Program. Mr Kopetzki teaches negotiation at the University of Vienna, the University of Continuing Education Krems and at the Europa-Institut of the University of Saarbrücken.