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Successful Startup Night: Focus on the art of negotiation with Christine Knotek

On 28 May 2024, the second Startup Night of the Centre for Applied Technology (ZAT) Leoben took place in the Erzherzog Johann Auditorium of Montanuniversität Leoben. The event was held under the motto "The Art of Negotiation" and offered an inspiring and instructive programme for all participants.

Highlights der Keynote von Christine Knotek

The evening began with a captivating keynote by Christine Knotek, an experienced trainer and management consultant who works in cooperation with negotiation specialist En GardE. Christine shared valuable tips and strategies on how to successfully take the lead in negotiations. She explained the Negotiation Chrono developed by En GardE and showed how to strategically prepare for negotiations, master the various phases at the table and ultimately reach a constructive conclusion. Particularly impressive were her comments on the specific challenges that women often face in negotiations and how these can be successfully overcome.

Interactive Q&A session

The keynote was followed by an interactive Q&A session in which Christine answered questions from the participants. Christine answered a variety of questions ranging from practical negotiation tips to personal experiences. Here are some highlights:

Q: Phase "Suggest": Should you go in with salary suggestions yourself or not?

A: In general, we recommend actively going into the negotiation with your own salary expectations, especially if you have a clear idea. This sets an anchor in the interview. One exception is if the salary range is completely unknown. In such cases, it can make sense to let the other side make an offer first, for example by asking: 'What is the proposed salary? Nevertheless, in most cases it is advantageous to make the first proposal yourself, as the first figure mentioned has a strong impact.


Q: What are the most common mistakes that are made in the first phase at the negotiating table?

A: A clear agenda is often missing. Without an agenda, the negotiating partner does not know what is at stake and the conversation becomes unclear. A well-prepared agenda also helps to structure dialogue partners who talk a lot. Without an agenda, proposals are often made hastily, which leads to a bazaar trade that is not focussed. It is important to identify needs and make targeted, well argued proposals.


For more interesting insights and detailed answers from Christine, check out our special blog post on the Q&As.

We would like to thank all participants and look forward to the upcoming events, which will offer further exciting topics and valuable networking opportunities.

Stay tuned and be there again next time!

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