|
Type A
|
Code |
Competences Specific | | | A2 |
Develop professional abilities (leadership, negotiation, communication, etc.) which enable the student to perform tasks of coordinating teams in companies, institutions and public organisations or non-profit organisations operating within the international area. |
|
Type B
|
Code |
Competences Transversal | | | CT4 |
Work in multidisciplinary teams and complex contexts. |
| | CT6 |
Develop skills to manage career development. |
|
Type C
|
Code |
Competences Nuclear |
|
Type A
|
Code |
Learning outcomes |
| | A2 |
Recognise and develop the fundaments and negotiation techniques.
Develop skills and abilities for leadership, team coordination and decision making.
|
|
Type B
|
Code |
Learning outcomes |
| | CT4 |
Work in multidisciplinary teams and complex contexts.
| | | CT6 |
Develop skills to manage career development.
|
|
Type C
|
Code |
Learning outcomes |
| Topic |
Sub-topic |
| NEGOTIATION |
1. The process and the preparation of the negotiation
2. The development of negotiation
3. The concessions and the agreement
4. Psychology applied to the negotiation
5. Negotiation in groups
6. Active assertiveness and listening
7. Support material for negotiation
8. Physical environment of negotiation
9. Trading styles
10. Commercial negotiation |
| Methodologies :: Tests |
| |
Competences |
(*) Class hours
|
Hours outside the classroom
|
(**) Total hours |
| Introductory activities |
|
1.5 |
0 |
1.5 |
| Lecture |
|
15 |
20 |
35 |
| Problem solving, exercises in the classroom |
|
10 |
15 |
25 |
| Personal attention |
|
1.5 |
0 |
1.5 |
| |
| Mixed tests |
|
2 |
10 |
12 |
| |
(*) On e-learning, hours of virtual attendance of the teacher.
(**) The information in the planning table is for guidance only and does not take into account the heterogeneity of the students. |
Methodologies
| |
Description |
| Introductory activities |
Presentation of the subject's program, its contents, methodology and assessment criteria. |
| Lecture |
The conceptual contents of the subject are introduced. They are of a participatory nature, and the student is expected to deepen their knowledge of the syllabus based on personal study outside the classroom environment. |
| Problem solving, exercises in the classroom |
A series of practical activities related to the content of the subject will be proposed. |
| Personal attention |
Use of the hours of attention to the student to solve specific questions and doubts. |
|
Description |
|
Use of hours for student attention to solve specific questions and doubts. |
|
Methodologies |
Competences
|
Description |
Weight |
|
|
|
|
| Problem solving, exercises in the classroom |
|
Application of key theoretical concepts to practice.
Results of the activities carried out in the classroom. |
60% |
| Mixed tests |
|
Integration test: Final test where it is necessary to integrate the knowledge and skills of all the subjects seen in the subject.
|
40% |
| Others |
|
|
|
| |
|
Other comments and second exam session |
|
The second call will consist of an exam (100% of the note) for the integration of all the contents of the subject. |
| Basic |
De Manuel Dasí, F. y Martínez Vilanova, R., Técnicas de negociación: Un método práctico, 2015, Madrid: ESIC
Lewicki, R.J.; Saunders, D.M. y Barry, B., Fundamentos de negociación, 2008, México: McGraw-Hill
Lewicki, R. J., Piense antes de hablar: Guía completa de la negociación estratégica, 2003, Barcelona: Deusto
|
|
| Complementary |
|
|
(*)The teaching guide is the document in which the URV publishes the information about all its courses. It is a public document and cannot be modified. Only in exceptional cases can it be revised by the competent agent or duly revised so that it is in line with current legislation. |
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