Negotiation
People
Course director
Description
Description
The negotiation process is a part of every manager’s day-to-day activities with people inside and outside the organization, people whose cooperation is essential to attain your goals. These negotiation sessions will focus on understanding and developing negotiation as an essential managerial skill.
The course focuses on Elements of a Negotiation Model, Principles of Negotiation and Process of Negotiation.
Course objectives
During the module, we will concentrate on trying to attain the following objectives:
- To improve your ability to negotiate in competitive as well as collaborative situations.
- To increase your level of awareness of the negotiation process.
- To become familiar with specific concepts and principles that will enhance your negotiation effectiveness.
- To reflect on your personal style and the impact it has on others.
Contents
- Introduction to the negotiation model
- Principles and process of negotiation
- The Competitive-Collaborative tension in negotiations: Co-opetition
- Integrating competitive & collaborative strategies
- Developing creative solutions for negotiation
Textbook
Book title : Negotiate Good Negotiate Well
Authors : Kandarp Mehta, Guido Stein
Publisher : MacGraw-Hill España
Enrollment required. Limited number of participants.
Education
- Master of Science in Communication and Economics in Corporate Communication, Elective course, Organisation and Human Resource Management, 2nd year
- Master of Science in Communication and Economics in Corporate Communication, Elective course, Strategy and Entrepreneurship, 2nd year
- Master of Science in Communication and Economics in Corporate Communication, Elective course, Thematic Area: Corporate Social Responsibility and the Common Good, 2nd year
- Master of Science in Communication and Economics in Marketing and Transformative Economy, Elective course, Thematic Area: Corporate Social Responsibility and the Common Good, 2nd year
- Master of Science in Communication and Economics in Marketing and Transformative Economy, Elective course, Thematic Area: Organisation and Human Resource Management, 2nd year
- Master of Science in Communication and Economics in Marketing and Transformative Economy, Elective course, Thematic Area: Strategy and Entrepreneurship, 2nd year
- Master of Science in Communication in Media Management, Elective course, Thematic Area: Corporate Social Responsibility and the Common Good, 2nd year
- Master of Science in Communication in Media Management, Elective course, Thematic Area: Organisation and Human Resource Management, 2nd year
- Master of Science in Communication in Media Management, Elective course, Thematic Area: Strategy and Entrepreneurship, 2nd year
- Master of Science in Economics in Management, Elective course, 2nd year
