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CIM: Negotiations Skills (BBA90008)

Dades generals

Tipus:

OP

Curs:

3

Període:

S semestre

Crédits ECTS:

2 ECTS

Professorat:

Grup Professor Departament Idioma
Ed: 1 Gaby Michaelides English Section ENG
Ed: 1 Matthew Cruickshank Owen English Section ENG

Grup Professor Departament Idioma
Ed: 2 Gaby Michaelides English Section ENG
Ed: 2 Matthew Cruickshank Owen English Section ENG

Grup Professor Departament Idioma
Ed: 3 Gaby Michaelides English Section ENG
Ed: 3 Matthew Cruickshank Owen English Section ENG

Prerequisits

English III completed

Distribució de la càrrega de treball

Contact hours: 30 (These include input sessions, student participation and individual feedback and counselling)
Independent work: 30 hours

Objectius d'aprenentatge de l'assignatura

Studying the theory and practice of modern business negotiations will offer an opportunity to experiment and learn about this essential skill of business management. The course contributes to the programme by (a) improving students¿ knowledge of the main theories of achieving successful agreements (b) increasing and activating communicative ability (c) putting to work the full range of linguistic resources to achieve a specific aim and (d) improving accuracy by providing the opportunity to rehearse, deliver and reflect on real-time business performances.

Competències

3. Ser capaç de prendre decisions i/o d'emetre judicis en situacions complexes
5. Tenir la capacitat d'aprenentatge permanent (lifelong learning ability, aprendre a aprendre)

Relació Activitats amb Competències

3 5
   
   

Continguts

1. Theoretical aspects of negotiations

Short input sessions on theoretical aspects of negotiations, including integrative and distributive strategies, planning, the role of arbitration, game theory and active listening.

2. Phases and roles in negotiation situations

Simple and more complex practical exercises to experience different phases and roles in negotiation situations.

3. Strategies and behaviours

Observation of others and reflection and feedback on successful and less successful strategies and behaviours.

4. Readings and commentaries

Readings and commentaries from key academic and practitioner sources.

5. Video recordings, films and live performances

Critical viewing of video recordings, films and live performances to assess self and others in terms of body language, spoken language and negotiation styles.

6. Peer evaluation and discussion

7. Teacher-led discussion

Relació Activitats amb Continguts

1 2 3 4 5 6 7
             
             

Metodologia

Bibliografia

Relevant reading and viewing material will be recommended by the teacher during the course.

Horaris i seccions

Grup Professor Departament
Ed: 1 Gaby Michaelides English Section
Ed: 1 Matthew Cruickshank Owen English Section

Horari Ed: 1

Del 27/9/2017 al 29/11/2017:
Cada dimecres de 8:00 a 11:00. (Excepte: 18/10/2017 i 1/11/2017)

Grup Professor Departament
Ed: 2 Gaby Michaelides English Section
Ed: 2 Matthew Cruickshank Owen English Section

Horari Ed: 2

Del 7/2/2018 al 7/3/2018:
Cada dimecres de 8:00 a 11:00.

Del 11/4/2018 al 25/4/2018:
Cada dimecres de 8:00 a 11:00.

Grup Professor Departament
Ed: 3 Gaby Michaelides English Section
Ed: 3 Matthew Cruickshank Owen English Section

Horari Ed: 3

Del 18/6/2018 al 28/6/2018:
De dilluns a dijous de 8:00 a 11:00.

Dilluns 16/7/2018 de 9:00 a 11:30.