Negotiation



EMIB / Executive Master in International Business

DianaClarke

Diana Clarke

Management Skills

Affiliate Professor
Madrid Campus

Course Objectives

Negotiation

  • Master the techniques and tools for preparing strategic negotiations
  • Understand the behaviors and communication skills required for effective negotiation, from a strategic point of view, differentiating positions from interests
  • Manage errors of perception, cultural dimensions, objections and concerns from stakeholders in negotiations in an international environment

Course Contents

Negotiation

  • What is negotiation?
  • My negotiation style
  • Different strategies and tactics
  • The phases of negotiation
  • Variables in negotiation
  • Including all the preparation factors in the negotiation matrix
  • Developing negotiation
  • Cultural dimensions in negotiation

Course Credits

Negotiation

30
HOURS OF WORKLOAD

Video Presentation of the Course

Negotiation

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