Advanced Negotiation Tactics (2235.YR.015288.1)
General information
Type: |
OPT |
Curs: |
2 |
Period: |
S semester |
ECTS Credits: |
1.5 ECTS |
Teaching Staff:
| Group |
Teacher |
Department |
Language |
| Year 2 |
Jordi Quoidbach |
Dirección de Personas y Organización |
ENG |
Prerequisites
Having successfully passed the FT MBA Negotiation course
COURSE CONTRIBUTION TO PROGRAM
Negotiating favorable agreements?with customers, partners, investors, suppliers, and colleagues?is a vital skill for leaders and executives. This course is designed for people who have mastered the basics of negotiation and want to take their negotiation skills to the next level. Advanced Negotiation Tactics will enable you to become an even stronger negotiator by learning how to:
- Achieve superior results in a vast array of competitive environments, including those that entail uncertainty, difficult people, and multiple parties.
- Increase your persuasion power by understanding and leveraging psychological influence tactics at the negotiation table.
- Integrate cultural dimension into your negotiations to achieve superior results in the international playing field.
Course Learning Objectives
The course is designed to help you lead at the bargaining table and become the central person when it comes to 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.
Methodology
This course is largely experiential: You will engage in a series of negotiation simulations, receive feedback on your strategies and performance, debate alternative approaches, and work with classmates to discover new insights. This approach allows us to:
1. Introduce a negotiation framework that will help you analyze, prepare for, and execute complex multiparty and multicultural negotiations more systematically and more effectively.
2. Practice advanced communication and psychological influence tactics to increase your persuasion power.
3. Create an environment that helps diagnose your individual needs and identify techniques for mitigating your weaknesses and leveraging your strengths.
Assessment criteria
The final grade will include the following components:
- Basic requirements (performing the negotiation simulations, timely submission of outcome forms...)
- Team Challenge
- Self-insight activities
- Excellence
Timetable and sections
| Group |
Teacher |
Department |
| Year 2 |
Jordi Quoidbach |
Dirección de Personas y Organización |
Timetable Year 2
From 2024/2/5 to 2024/2/6:
From Monday to Tuesday from 9:30 to 13:00.
From Monday to Tuesday from 14:00 to 17:30.
