Negotiation & Conflict Resolution in a Global Context (18CG10003)

General information

Type:	OB	Curs:	1	Period:	S semester
ECTS Credits:	3 ECTS

Teaching Staff:

Group	Teacher	Department	Language
	Katharina Schmid	Dirección de Personas y Organización	ENG

The Negotiation & Conflict Management in a global context course focuses on the challenges that students, as future leaders, will face when leading negotiations and managing conflict in a global context, as well as the skills and strategies required to successfully navigate these challenges. The course will help students become better negotiators by helping them reach agreements that create maximum value, claim an appropriate share of the value created, and obtain optimal results in a range of competitive environments, including high stakes settings, when negotiating uncertain or complex issues and leading multiparty negotiations. Students will further become adept at managing conflicts, by being provided with strategies for effective conflict resolution, including conflicts involving parties of different status, conflicts in teams, and conflicts in which others become emotional.

A particular focus of will be placed on negotiation and conflict management in international, global contexts, to help student become skilled in navigating the challenges but also the opportunities of negotiating with people whose backgrounds, perspectives, values and expectations differ from one's own. Building on current insights into the psychology of judgment and information processing, and key drivers of human behavior, this course will also help students avoid common mistakes and overcome key biases, thereby helping them to negotiate strategically for individual and organizational success.

1. To introduce students to a comprehensive negotiation framework that will facilitate analyzing, preparing for and leading negotiations effectively in a range of global contexts.

2. To obtain insights into effective conflict management strategies to help students become skilled at resolving disputes in a range of settings and involving individuals from various different backgrounds.

3. To gain in-depth knowledge into the complex nature of human judgment and key drivers of human behavior, and their impact on negotiation and conflict management outcomes.

4. To maximize students' leadership potential, by helping them lead negotiations effectively, and resolve conflicts successfully.

Group	Teacher	Department
	Katharina Schmid	Dirección de Personas y Organización