Course Objectives

  • To learn about analysis techniques and the preparation of international negotiation cases
  • To explore cultural factors that affect negotiation strategies in different countries
  • To prepare a negotiation strategy, using internationally recognized tools
  • To understand the skills of a good negotiator, who must tackle an international negotiation
  • To explore other aspects of the negotiation; phases, factors, tactics and other variables
  • To understand what win-win really means and when it does not work. How to defect oneself from highly competitive strategies

Course Contents

  • What is negotiation and when to negotiate
  • Competence and skills of international negotiators. Associated communication behaviours
  • Keys to sales negotiation
  • interests, perceptions, strategies and tactics
  • Negotiation phases
  • Factors that affect the negotiation
  • Negotiation techniques: the preparation matrix. MAAN, ZAP. Establish the negotiation perimeter
  • Variables of commercial negotiation. The three 'Es'
  • How to manage dead ends
  • Cultural aspects: negotiation styles in different cultures

Course Credits: 3 ECTS

Video Presentation of the Course

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Business School ESCP Europe
Ana Vrsalovic
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Madrid Campus
Tel:+34 630 705 610

ESCP 6 Campus
EMIB / Executive Master in International Business

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