Course Overview

The main aim of the course is the presentation and discussion of the negotiation process and the different existing visions about it, highlighting their importance in the companies’ decisions. The course also intends to develop the analytical reasoning trough the analysis of various negotiation models and their corresponding critical capacity; showing how this analytical knowledge can be used in a productive way and in interaction with this kind of problems in corporative daily basis, in the process in which the manager seeks results through interaction with people; present different typologies based on psychological profiles, negotiation styles and management roles, showing their importance in the negotiation and conflict resolution activities; analyze the diverse approaches of negotiation in terms of the systematicity of their visions and moving towards a systemic view in the negotiation.

Learning Achievement

Enable the student to see the negotiation process in a systemic way, using the techniques and the personal abilities in the different negotiation processes.

Competence

Course prerequisites

Grading Philosophy

Paper-40%; Participation in class-30%; Test-30% - Teaching Strategies Lectures; Presentation of seminars; Individual presentation of the student

Course schedule

Class presentation Discussion of the course program Negotiation concepts Negotiation process - time, power and information Negotiation and conflict resolution Negotiation and ethics Practical examples of negotiation Negotiations in a globalized context Cultural conditioning of the negotiation process Negotiation with other cultures International negotiation Systemic view in the negotiation Final presentation of the papers Course and group assessments Test

Course type

Online Course Requirement

Instructor

Dante Pinheiro Martinelli

Other information

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