Negotiation Unlocked: Boost your influence, your confidence, your career
Source: https://www.tuwien.at/en/ace/programs/compact-programs/management-technology/negotiations Parent: https://www.tuwien.at/en/ace/topics/management-technology
With the "Negotiations" program at TU Wien, you will learn to navigate negotiations confidently, resolve conflicts, and strategically achieve your goals. The course is aimed at executives, career changers, and individuals in dynamic work environments.
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What you'll learn
✓ Negotiation Tactics: Learn effective methods for successful negotiations.
✓ Conflict Resolution: Strengthen your skills in resolving conflicts through communication.
✓ International Negotiations: Acquire techniques for negotiating with multicultural partners.
✓ Negotiation Planning: Develop strategic structures for negotiations.
✓ Networking: Connect with executives and advance your professional development.
Successfully Negotiating: Your Key Competence for Professional Success and Conflict Resolution
The "Negotiations" course at TU Wien provides comprehensive negotiation skills to help you understand and efficiently manage internal and external conflicts through targeted communication. Executives and ambitious professionals often face the challenge of conducting complex negotiations while achieving their goals. Whether it's about contract negotiations, resource allocation, or conflict resolution, the ability to conduct negotiations confidently and successfully is crucial.
Through interactive learning methods such as presentations, discussions, role-playing, and feedback sessions, you will acquire not only theoretical knowledge but also practical skills that you can immediately apply in your professional environment. Completing the training enables you to refine your negotiation tactics and develop effective conflict resolution strategies to achieve professional and organizational goals more efficiently.
Practical Learning and Internationally Recognized Certification
The "Negotiations" program at TU Wien is distinguished by a practice-oriented approach based on interactive learning, ensuring that participants develop practical skills that can be immediately applied in their professional daily life. Participation in the course is rewarded with a certificate from TU Wien or 6 ECTS credits, which can be credited towards Management & Technology MBA programs. This not only promotes your professional development but also enhances your qualifications at an internationally recognized level.
Executives from various industries have the opportunity to build valuable professional networks and optimize their career prospects through the exchange of experiences and best practices. Take this opportunity to expand your negotiation skills and ensure long-term success in complex and multicultural negotiation situations.
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Overview | Compact Program Negotiations
Key Facts
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 3,250.00 (VAT-free, excl. travel and accommodation expenses), -10% Reduction for TU Wien Graduates
Certificate: Certificate of participation from TU Wien or certificate for 6 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. A short individual consultation with the program manager is also a necessity for participation.
Key Learnings
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.
Target Group
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.
ACE Benefits
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
Dates
2 x blocked modules per semester. Organized part-time from Thu-Sat, full day (9.00 a.m. - 6.00 p.m.)
| Thu-Sat, March 5-7, 2026 | 9.00 a.m. - 6.00 p.m. |
| Thu-Sat, May 21-23, 2026 | 9.00 a.m. - 6.00 p.m. |
Faculty
Raluca Ionescu
Raluca Ionescu is a lawyer and negotiation expert with over 22 years of experience in multinational banking. She has led numerous international negotiations and has a deep understanding of organizational dynamics. As the founder of GROWMIND e.U., she is now an independent consultant, business coach, and lecturer specializing in negotiations and leadership development.
Dragos-Cristian Vasilescu
Dragos-Cristian Vasilescu is a consultant, trainer, and lecturer in negotiation, management, and innovation. As the founder of vasilescu.pro Solutions, he enhances organizational efficiency through conflict reduction. With over ten years of teaching at TU Wien and other universities, he has trained over 1800 individuals and participated in over 800 negotiations worldwide.
Elevate Your Negotiation Skills and Professional Network
Seize the opportunity to exchange ideas with like-minded experts, enhance your negotiation skills, and join an exclusive network. Our program equips you with the tools and knowledge to navigate any negotiation confidently and successfully.
Invest in your professional growth today.
Next Steps
Important dates
Program start: March 5, 2026
Registration deadline: February 15, 2026
Online Info Point
Contact
T +43 1 588 01 41708
Next Steps
Important dates
Program start: March 5, 2026
Registration deadline: February 15, 2026
Online Info Point
Contact
T +43 1 588 01 41708
Raluca Ionescu PhD
"I have always been outraged by injustice! That’s why I decided to become a lawyer. However, I realized very quickly that the person who seeks justice in the courtroom has already lost: time, money and opportunities. So, the best way to achieve your goals: think and act strategically – by negotiating with confidence."
Dragos-Cristian Vasilescu
"There is a way to unlock a part of life that allows you to get more opportunities, more connections, better results, more efficient use of your time and ultimately higher success. All you have to do is to become a negotiator. This idea crops up every so often in various forms, but very few truly understand the language it creates. I believe that most problems can be resolved through the negotiation mindset. Do you want to learn it too? A better question perhaps...can you afford not to?"