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Negotiation training by Konsultori at i2c TU Vienna

The Innovation Incubation Center – i²c of TU Wien fosters innovative thinking and enables disruptive research & business ideas. In addition to a strong international position among well-known, top-ranked European universities, i2c offers an entrepreneurial ecosystem providing valuable education on intra- & entrepreneurship for students, a StartAcademy for scientists, and a FounderSpace linked with their TUW i²ncubator for breeding & commercializing promising ideas.

Konsultori was pleased to be involved in this quality work. Petra Wolkenstein has created a multifaceted workshop from years of experience in which theory and practice meet. The six-hour seminar focused on negotiation techniques with a special focus on B2B sales situations and partnering negotiations.

Workshop Slide of Petra Wolkenstein copyright Konsultori
Workshop Slide of Petra Wolkenstein copyright Konsultori
Workshop Slide of Petra Wolkenstein copyright Konsultori
Workshop Slide of Petra Wolkenstein copyright Konsultori

After discussing the professional basics, an exciting practical part followed: The case study was carried out in separate groups. Each group negotiated independently on the same topic and applied different techniques in the same field. The different negotiation results were deeply analysed by the participants and finally, a common optimal solution was found. In the last part of the workshop, there was also time to collect feedback for particularly difficult negotiation scenarios and discuss sophisticated tricks.

i2c is an incredibly lively community, a team of international personalities with a solid technical background, with whom collaboration is excellent. We enjoy working together.

“Our incubatees raised their negotiation skills for B2B Sales & Partnering to the next level with the help of our negotiations expert Petra Wolkenstein. From understanding the theory and processes of negotiations to strategic moves and systematic preparations and overcoming difficult moments, our tech founders learned how to get more out of their negotiations.” TU Wien Innovation Incubation Center (i²c), Programme Manager Alexandra Negoescu via LinkedIn

“Was able to enjoy another great workshop at i2c last week. Petra Wolkenstein shared her knowledge on B2B negotiations with us. My personal highlight was a roleplay we did. We formed teams of two-each person representing one of two parties- with the task to negotiate a deal. The scenario was about a scientist and a corporate that had to agree upon IP-rights so that they could bring a new product to the market. If successful, the deal would yield increased revenues to both, but they had different expectations towards the success chance of the project.” Benjamin Mörzinger, CEO at Campfire Solutions via LinkedIn

Many thanks to i2c for the invitation and the opportunity to bring negotiation tactics to the startups in this smart circle of participants.

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