Date: 19.11.2020
Registration deadline: 30.10.2020

The focus of this seminar will be on two basic approaches to negotiations and a conflict style inventory (TKI). 
The Harvard’s Principled Negotiation technique, an integrative bargaining approach that strives towards jointly developing a win-win resolution by focusing on the interests, rather than the positions of the parties.
The Distributive Bargaining technique is a competing, sometimes adversarial framework in which negotiators learn to resolve conflicts of interest through a bargaining process.

Seminar content

  • Introduction to different approaches to negotiations and their techniques
  • Harvard’s Principled Negotiation (Positions vs. Interests, Reframing, Relationships & Building Rapport, Independent Standards, Best Alternative to a Negotiated Agreement)
  • Distributive Bargaining/ Negotiations (Defining Settlement Ranges and Target Points, Bargaining by Objectives, Pressure Bargaining Tactics)
  • Thomas-Kilmann Conflict Mode Instrument (TKI)

Your benefits

You develop and hone your negotiation skills and tactics, by practicing effective techniques in hands-on negotiation simulations.
You are able to choose the most effective negotiation technique congruent with the respective culture of your company and that of your business partners.

Upon completion seminar participants are able to

Upon completion of the seminar, participants are able to:

  • differentiate between various negotiation approaches.
  • select the most appropriate approach for a given situation.
  • negotiate in an effective manner.
  • measure an individual's response to conflict situations.

Teaching and learning method

The teaching and learning methods are: lecture, role-plays, negotiation exercises, discussion.

On the lecturer

Chris Newman is an experienced executive trainer, consultant, coach and educator with a demonstrated history of forging stimulating and transformative learning experiences. Strong management and leadership skills applied to the areas of business development, organizational development and change management.
He worked for Ernst & Young, Cap Gemini, Ericsson and universities, including Webster Private University Vienna, Fachhochschule Wiener Neustadt and Donau Universität Krems. Today he is a network partner and trainer for Lighthouse-Organizational Development ( and Conos GmbH (
Having lived, worked and studied in Europe, the US and Asia, he brings a multi-cultural perspective to his work and is fluent in German and English.


Auf einen Blick

Zielgruppe The seminar is appropriate for all entrepreneurs, business executives, managers, lawyers, sales and retail managers, key account managers, political decision-makers and other professionals, who wish to improve their negotiations skills.
Abschluss Certificate of Attendance (at least 80 % attendance)

Chris Newman MSc
 Chris Newman MSc

Unterrichtssprache English
Veranstaltungsort FH Campus Wien
Favoritenstraße 226
1100 Vienna

€ 350,00 (exempt from VAT)

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