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TCO: Gestión de conflictos y negociación (BBA10017)

General information

Type:

OP

Curs:

2

Period:

S semester

ECTS Credits:

2 ECTS

Teaching Staff:

Group Teacher Department Language
Margarita Martí Ripoll Dirección de Personas y Organización ESP

COURSE CONTRIBUTION TO PROGRAM

Learning to negotiate, manage differences and reach solid agreements is a key competency for successful professionals in positions of responsibility.
Becoming a professional negotiator enables participants to manage conflicts and reach agreements to improve the climate at work, achieve commitment from employees and improve how the organisation functions. It is also important for good business, helping to capture and retain clients and reach better agreements with providers. Given today¿s complex and global reality, mastering this competency is a differential, competitive advantage for both entrepreneurs and executives to improve their organisations¿ end results.

Course Learning Objectives

- Build a stronger foundation to undertake negotiations, helping participants to improve their conflict management and negotiation skills.
- Identify problems, overcome obstacles, adopt a strategic view and acquire tools and techniques to successfully lead negotiations.
- Facilitate participants¿ awareness of their own negotiation styles in order to discover and strengthen their strong points and develop their areas for improvement.

CONTENT

1. Negotiations: What are they and what aren¿t they? Is every situation negotiable? Requirements to consciously decide whether or not to negotiate a given situation.

2. Types of negotiations and resolution focuses. Negotiating styles. Which is the best?

3. Negotiation phases. What are the key elements to successfully lead negotiations? The climate, the three principles and the law governing negotiations.

4. How do we make concessions? How do we overcome impasses? How can we increase our power in the negotiation process?

5. The most common deceitful practices in negotiations: How can we identify them?

Methodology

The focus of this subject is fundamentally practical in nature, requiring a high degree of participation and the use of different methodologies (group activities allowing participants to exchange their own experiences; self-diagnosis questionnaires; and simulations and exercises which enable participants to apply and perfect the new knowledge and techniques studied).

Assessment criteria

Assessment for this subject will take place once it has finished, consisting of a written text/reflection by participants in which they have to:

- Identify the most significant takeaways for them from the class.
- Reflect on the positive aspects and areas for improvement discovered through this subject in terms of their negotiation and conflict management skills.
- Define a personal improvement plan.

Bibliography

(To be announced in class)

Timetable and sections

Group Teacher Department
Margarita Martí Ripoll Dirección de Personas y Organización

Timetable

From 2017/10/2 to 2017/11/6:
Each Monday from 14:00 to 17:00. (Except: 2017/10/16)

Monday 2017/11/27 from 14:00 to 17:00.