[ Retour ]

Negotiation: mind-set and tools


21 - 22 November 2019


Langue EN Workshop language is English

Graduate Campus


Dr. Patricia Palagi is a freelance negotiation trainer for Negoservices (solution focussed negotiation) as well as the Training Team Leader at the SIB - Swiss Institute of Bioinformatics. Patricia is a biologist and computer scientist by training and holds a PhD in Cognitive Sciences from the Institut National Polytechnique de Grenoble, France. Her career led her from Brazil to France then Switzerland, and all along she gained long-standing experience as a scientist, a trainer, a project manager, and a leader of multicultural and multinational projects. She has been involved in international negotiations in academic settings throughout her career, and in particular for the last 5 years as the Training leader of a large European project counting over 40 partners from 21 countries.


Career transitions are full of challenges, and to be successful, require specific sets of skills.

Negotiation skills play an important role in any career transition effort. Whether you wish to stay in academia or whether you are aiming for a career outside academia (industry, freelance, NGOs…) negotiation skills will help you achieve your goals.

This 2-day, highly interactive and practical workshop will take you through the various negotiation steps, each with its specific mind-set. The negotiation process is broken down into manageable units, each being a separate technical module with its own tools and techniques.

This workshop will focus on the importance of preparation, which in turn leads to a higher level of confidence, as well as the importance of being skilled at communication (listening and questioning) techniques. The tools are practical and can be used both in personal and professional situations, although throughout the workshop a special emphasis on career negotiations will be made.

At the end of the seminar, the participants will:

  • Recognize the characteristics and consequences of various styles of interactions;
  • Understand how to build relationships based on interest and opportunity;
  • Get an overview and analysis of the entire negotiation process;
  • Acquire the objectivity and competence necessary to prepare and lead negotiations;
  • Know how to prepare in an efficient and detailed way: what they want, how to quantify their aim, how to break it down into negotiable units;
  • Master tools directly usable in daily life, whether they are called on to negotiate or not;
  • Learn how to use effective questioning techniques, how to listen actively and verbal / non-verbal communication;
  • Increase their negotiation capacities (hands-on practise) in a 'risk-free' environment;
  • Work on specific case studies linked with career transitions.



Two days

Duration: 9:00 17:00, 7 hours active



Délai d'inscription 13.11.2019
short-url short URL