Negotiation (2235.YR.014169.1)
General information
Type: |
OPT |
Curs: |
1,2,3 |
Period: |
S semester |
ECTS Credits: |
4 ECTS |
Teaching Staff:
| Group |
Teacher |
Department |
Language |
| Year 1 |
Margarita Martí Ripoll |
Dirección de Personas y Organización |
ENG, ESP |
| Group |
Teacher |
Department |
Language |
| Year 2 |
Margarita Martí Ripoll |
Dirección de Personas y Organización |
ENG, ESP |
| Group |
Teacher |
Department |
Language |
| Year 3 |
Margarita Martí Ripoll |
Dirección de Personas y Organización |
ENG, ESP |
Workload distribution
30 hours coursework
70 hours outside reading, preparation, writing papers and assignments
COURSE CONTRIBUTION TO PROGRAM
The ability to negotiate favorable agreements ?with customers, partners, investors, suppliers, and colleagues, stakeholders in general? is a vital skill for leaders and executives. This course is designed for students who want to become more than merely competent negotiators, developing their skills towards mastery. The course is designed to help you lead at the bargaining table by sharpening your negotiation skills and resolving conflicts both in and outside the company, communicating with difficult clients or partners, and executing the most crucial and complex deals for your organization.
Course Learning Objectives
The course will enable you to become an excellent negotiator by learning how to:
· Achieve superior results in a vast array of competitive environments, including those that entail uncertainty, difficult people, conflict, intense pressure from competitors, negotiating from a position of weakness, negotiating in multi-party environments,
· Identify, understand, and use psychological influence tactics at the negotiation table;
· Integrate cultural dimensions into your negotiations to achieve superior results in international settings.
· Implement effective strategies across multiparty negotiations and build coalitions.
· Lever emotional intelligence in a negotiation
· Understand auction theory and hybrid negotiation strategies
· Adopt a "negotiating life" strategy to business and professional relations
Methodology
This course is designed to actively involve participants fully in the learning process: You will engage in a wide array of negotiation simulations and other skill-building exercises, receive feedback on your strategies and performance, debate alternative approaches, and work with classmates to discover new insights. We will use role plays, cases and simulations to develop our learning.
A major objective of this seminar is to give students more self-confidence with respect to their negotiation skills. This workshop helps students develop an analytical understanding of negotiations and the management of conflicts so they can become more effective problem solvers.
Assessment criteria
There is no exam in this course. The final grade will include the following components:
- Negotiation Participation and Challenges during the course - 30%
- Preparation Memos for the simulations that are handed in previous to the negotiations- 30%
- Individual final paper and learning journal - 40%
Students can only be assessed if they attend the established minimum number of classes. As a percentage, the minimum is 80% for students. If students do not meet this condition, their mark will be recorded as "NP". These percentages, however, do not include justified absences. Re-sits that have not achieved sufficient attendance can only achieve a capped pass mark in this subject as will those failing the assignments.
Bibliography
To be announced
Timetable and sections
| Group |
Teacher |
Department |
| Year 1 |
Margarita Martí Ripoll |
Dirección de Personas y Organización |
Timetable Year 1
| Group |
Teacher |
Department |
| Year 2 |
Margarita Martí Ripoll |
Dirección de Personas y Organización |
Timetable Year 2
| Group |
Teacher |
Department |
| Year 3 |
Margarita Martí Ripoll |
Dirección de Personas y Organización |
Timetable Year 3
