Negotiation in Specific Contexts

Universidad de Salamanca

Course Description

  • Course Name

    Negotiation in Specific Contexts

  • Host University

    Universidad de Salamanca

  • Location

    Salamanca, Spain

  • Area of Study

    European Studies, International Business

  • Language Level

    Taught In English

    Hours & Credits

  • ECTS Credits

    6
  • Recommended U.S. Semester Credits
    3
  • Recommended U.S. Quarter Units
    4

  • Overview

    GENERAL OBJECTIVES 


    The main objective of this course is to train the student in the basic concepts on Negotiation in Specific Contexts. Specifically, the student will know the basic concepts, theoretical foundations, main practices, skills and design instruments and will be able to replicate negotiation processes in different business contexts, including the international one.

    UNIT 1. INTRODUCTION TO NEGOTIATION AND CONFLICT MANAGEMENT
    UNIT 2. DEFINITION, CHARACTERISTICS AND TYPES OF CONFLICT AND NEGOTIATION
    UNIT 3. THE NEGOTIATING PHASES
    UNIT 4. THE NEGOTIATING PROCESS
    UNIT 5. INTERNATIONAL NEGOTIATION
    UNIT 6. A METHOD FOR NEGOTIATING AND MANAGE CONFLICTS
    UNIT 7. PSYCHOLOGY OF THE NEGOTIATING PERSON
    UNIT 8. NEGOTIATING STRATEGIES AND TACTICS.
    UNIT 9. NEGOTIATING CONTEXTS
     

Course Disclaimer

Courses and course hours of instruction are subject to change.

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