Negotiation
Persone
Docente titolare del corso
Descrizione
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.
Offerta formativa
- Master of Arts in Economics and Communication in International Tourism (ECO), Corso a scelta, 2° anno
- Master of Science in Communication and Economics in Corporate Communication, Corso a scelta, Organisation and Human Resource Management, 2° anno
- Master of Science in Communication and Economics in Corporate Communication, Corso a scelta, Strategy and Entrepreneurship, 2° anno
- Master of Science in Communication and Economics in Corporate Communication, Corso a scelta, Thematic Area: Corporate Social Responsibility and the Common Good, 2° anno
- Master of Science in Communication and Economics in Marketing and Transformative Economy, Corso a scelta, Thematic Area: Corporate Social Responsibility and the Common Good, 2° anno
- Master of Science in Communication and Economics in Marketing and Transformative Economy, Corso a scelta, Thematic Area: Organisation and Human Resource Management, 2° anno
- Master of Science in Communication and Economics in Marketing and Transformative Economy, Corso a scelta, Thematic Area: Strategy and Entrepreneurship, 2° anno
- Master of Science in Communication in Media Management, Corso a scelta, Thematic Area: Corporate Social Responsibility and the Common Good, 2° anno
- Master of Science in Communication in Media Management, Corso a scelta, Thematic Area: Organisation and Human Resource Management, 2° anno
- Master of Science in Communication in Media Management, Corso a scelta, Thematic Area: Strategy and Entrepreneurship, 2° anno
- Master of Science in Economics in Management, Corso a scelta, 2° anno