Negotiation (2235.YR.007123.1)
General information
Type: |
OBL |
Curs: |
1 |
Period: |
S semester |
ECTS Credits: |
2 ECTS |
Teaching Staff:
| Group |
Teacher |
Department |
Language |
| Year 1 |
Jordi Quoidbach |
Dirección de Personas y Organización |
ENG |
COURSE CONTRIBUTION TO PROGRAM
Whether you are forging an agreement with suppliers, trying to seal the deal with potential customers, raising money from investors, managing conflict inside the firm, or even facing a dispute at home, professional (and personal!) success crucially requires the ability to negotiate effectively. This course will enable you to become a more effective negotiator by learning how to:
- Design and execute deals that create maximum value on a sustainable basis;
- Capture your fair share of the value that is created;
- Think strategically in competitive contexts and execute deals that others might overlook;
- Avoid common mistakes made by negotiators;
- Achieve superior results in a vast array of competitive environments.
Course Learning Objectives
At its core, the course is designed to help you practice, analyze, and refine your negotiation skills, and to provide an opportunity for you to develop a negotiator's mindset for achieving the best results at the bargaining table and beyond.
Methodology
This course is largely experiential: You will engage in a series of (increasingly complex) negotiation simulations, receive feedback on your strategies and performance, debate alternative approaches, and work with classmates to discover new insights. The course will allow you to test your analytic ability and your tactical skills, and to experiment with new ideas. This approach allows us to:
1. Introduce a negotiation framework that will help you analyze, prepare for, and execute negotiations more systematically and more effectively in a wide variety of contexts.
2. Build a negotiation toolkit that consists of strategies and tactics for creating and capturing value in negotiation, and which can be put to use as soon as you walk out the door.
3. Create an environment that helps diagnose your individual needs, and allows you to identify techniques for mitigating your weaknesses and leveraging your strengths.
Assessment criteria
The final grade (out of 10) will include the following components:
- Basic requirements (performing the negotiation simulations, timely submission of outcome forms...) - 30% (up to 3 points)
- "A.I. Analysis" Assignment - 20% (up to 2 points)
- Scoring a Deal Assignment - 20% (up to 2 points)
- Self-insight activities - 20% (up to 2 points)
- Excellence - 10% (up to 1 point)
Timetable and sections
| Group |
Teacher |
Department |
| Year 1 |
Jordi Quoidbach |
Dirección de Personas y Organización |
Timetable Year 1
From 2024/4/3 to 2024/4/17:
Each Wednesday from 9:00 to 12:30. (Except: 2024/4/10 and 2024/4/17)
From Tuesday to Wednesday from 14:00 to 17:30. (Except: 2024/4/3, 2024/4/10 and 2024/4/16)
From 2024/4/26 to 2024/4/29:
Each Friday from 9:00 to 12:30.
Each Monday from 14:00 to 17:30.
