Advanced Negotiation Techniques

2.    JUSTIFICATION OF THE COURSE

The processes of internationalization around the world have changed the way of thinking and doing business. In this context, professionals have been facing new challenges that demand adaptability, preparation and a new set of tools to properly interpret international environments. This is especially relevant in negotiation, often considered as the main means to achieve success in business situations and conflict resolution where the stakes are high and the challenges grow every day. International Negotiation is today, not only a common practice among global actors but an important phenomenon studied by different disciplines in different contexts.
In this context, a master's degree in international business from EAFIT University is distinguished by being a professional who can support, manage and design these internationalization processes from an international and organizational  perspective, making use of negotiation as a means of solving problems
This course provides students with theory, as well as the practical application of communication, conflict management and negotiation. It allows them to discuss special cases from a negotiation perspective, in national and international environments. Thus, students will be able to identify their own forms of management in the face of conflicts,  the style of negotiation and how to apply this knowledge in possible business situations.
Advanced Negotiation Techniques is an opportunity to gain knowledge and practical   tools necessary to be an integral negotiator and provides a critical, epistemological and interdisciplinary analysis of negotiation as a vital concept in the process of forming     a Master in International Business
 

3.    PURPOSE OR OVERALL OBJECTIVE

3.1.    Develop complex thinking skills that lead to a better capacity for analysis, abstraction and interpretation of the most important factors that constitute a negotiation process. Understand negotiation as an effective alternative to manage conflicts with obtaining conceptual frameworks and practical skills that allow students to become effective negotiators. 
Provide the concepts required to understand the complexity and dynamics of the negotiation, improving the analytical skills of the student and for it to conduct negotiations in a variety of contexts.
3.2.    SPECIFIC OBJECTIVE
3.2.1.    Learn types of negotiation

3.2.2.    Learn about the influence and power in negotiation

3.2.3.    Review negotiation processes and their dynamics, as well as basic concepts

3.2.4.    Explore the personal style of trading

3.2.5.    Apply knowledge in negotiation simulations

3.2.6.    Review models and tools for negotiations in the international context

4.    BASIC SKILLS THE STUDENT WILL BE ABLE TO ACHIEVE

At the end of the course the student will be able to:

Interpret and argue the concepts of the negotiation process

Development of thinking skills let him allow analyze and interpret the factors involved   in a process d and negotiation
Manage the factors and dynamics of how you can negotiate in different contexts

5.    ANALYTICAL DESCRIPTION OF CONTENTS: THEMES AND SUBTHEMES

5.1.    Conflict and negotiation

Conflict: definitions, levels and strategies; The effect of conflict in society; The   nature of the interests vs. the aspirations; Elements and causes of the conflict ; Managing the conflict: Bargaining or negotiation; Why negotiate
5.2.    Essential premises: Negotiation
 

What is negotiation; Elements of negotiation; Negotiator vs. Negotiator; Negotiation as an interdisciplinary phenomenon; Negotiation scenarios; Concepts    of negotiation ; Negotiation strategies
5.3.    Method of negotiation based on principles

Model of the 7 elements; Preparation of the negotiation; How to get a good result; Circle of value; Creation and distribution of value
5.4.    Complexing elements of the negotiation process

How to face difficult people? ; The power in negotiation; Intercultural challenges; Multilateral negotiations; Intervention of third parties

6.    DIDACTIC STRATEGIES AND METHODOLOGIES

The methodology of the course is designed to impart theoretical and conceptual knowledge on a par with case studies that help the student to recreate various situations thus facilitating the application of the knowledge acquired. Readings and videos will be used to reinforce the topics seen and promote reflection and discussion of different topics during the class.
The course will promote managerial skills with decision-making exercises at the end of the central issues of supply, production and distribution that will be developed in the different units throughout the course.
The methodological development of the course will focus on  the  following  basic  aspects:
â Previous reading of the topic to be studied in class that will provide a basis for the consolidation of theoretical knowledge during the class, will encourage participation and will give rise to concerns during the development of the same.
â Development, solution, analysis and decision making of workshops and case studies of the different topics that are developed throughout each of the units.
â The use of audiovisual material with examples of various companies, interviews and real cases will give more illustration to the student to understand the different topics.

7.    RESOURCES

7.1.    LOCATIVE

University facilities
7.2.    TECHNOLOGICAL

Equipment present in the classroom and a platform of the EAFIT University. Hall     with computers for each student
 

8.    CRITERIA AND POLICIES OF MONITORING AND ACADEMIC EVALUATION

Workshop 15%

Simulation I 20%

Simulation II 20%

Simulation III 15%

Final exam 30%