Educational guide Faculty of Business and Economics |
english |
International Markets (2016) |
Subjects |
NEGOTIATION TECHNIQUES |
Contents |
IDENTIFYING DATA | 2023_24 |
Subject | NEGOTIATION TECHNIQUES | Code | 16675106 | |||||
Study programme |
|
Cycle | 2nd | |||||
Descriptors | Credits | Type | Year | Period | ||||
3 | Compulsory | First | 1Q |
Competences | Learning outcomes | Contents |
Planning | Methodologies | Personalized attention |
Assessment | Sources of information | Recommendations |
Topic | Sub-topic |
NEGOTIATION: The Process | 1. The process and the preparation of the negotiation 2. Analysis of decisions 3. The development of negotiation (BATNA) 4. The concessions and the agreement (logrolling) |
NEGOTIATION: The Human Factor | 5. Psychology applied to negotiation 6. Negotiation within Groups |
NEGOTIATION: Tools | 7. Assertiveness and active Listening 8. Support materials for negotiation 9. Physical environment during negotiation |
NEGOTIATION: The way you negotiate | 10. Negotiation syles and commercial negotiation |