| 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 |
