TecnoCampus Foundation
eCampus
University Business
eCampus

What are you looking for?

General information

Subject type: Optional

Coordinator: Enric Camón Luis

Trimester: First term

Credits: 4

Teaching staff: 

Tamara Guillén García

Academic year: 2024

Teaching course: 4

Languages ​​of instruction

  • Spanish

The subject will be taught in Spanish but the exam can be taken in the student's preferred language (Castilian - Catalan)

Competencies / Learning Outcomes

Specific skills

  • E12_Generate strategic skills by considering the operating environment as a project and establishing long-term, large-scale guidelines

     

  • E15_Collect and interpret significant data to make judgments that include a reflection on relevant issues in the business field and be able to prepare a document that allows the transmission of information or an innovative business proposal.

     

General competencies

  • G1_Be able to work in a team, actively participating in tasks and negotiating dissenting opinions until reaching consensus positions, thus acquiring the ability to learn together with other team members and create new knowledge

Transversal competences

  • T3_Show entrepreneurial leadership and leadership skills that build personal confidence and reduce fear of risk

     

  • T5_Develop tasks applying, with flexibility and creativity, the knowledge acquired and adapting it to new contexts and situations

     

  • T1_Communicate properly orally and in writing in the official languages ​​of Catalonia

Presentation of the subject

The subject of Strategic Negotiation aims to equip the future professional with the skills of a good negotiator. 

Using specific NLP techniques, improving communication skills and internalizing the phases of negotiation in a way that allows you to draw strategies that will take you to the desired point. 

Strategic Negotiation is, therefore, a process that goes beyond the mere discussion of prices and conditions, and focuses on reaching satisfactory agreements for all parties as a whole.

Contents

  1. Models of relational styles. 
  2. The importance of the communication
  3. From communication to persuasion: basic concepts of NLP
  4. From communication to persuasion: Principles of persuasion. 
  5. Leadership
  6. Introduction to negotiation
  7. 5x5 negotiation
  8. The phases of the Negotiation I
  9. The phases of the Negotiation II
  10. The phases of the Negotiation III
  11. The phases of the Negotiation IV
  12. Dynamics of integration. 

Activities and evaluation system

The subject will consist of theoretical classes in which the entire program will be developed. 

At the end of the course there will be an exam in which the knowledge of the subject will be evaluated. 

During the course, group dynamics activities will be carried out whose purpose will be the integration of the theoretical material but which will not be evaluable.

REFERENCES

Complementary

"Negotiate easily, if you know how", by Alejandro Hernández

"NLP, Forbidden Techniques of Persuasion", by Steve Allen

"The 7 Habits of Highly Effective People", by Stephen R. Covey

"Pre-Suasión, a revolutionary method to influence and persuade", by Robert Caldini

"Get the Yes, the Art of Negotiating Without Giving in", by Roger Fisher, William Ury and Bruce Patton

"Never be afraid to negotiate" by Pablo M Linzoain

"Break the NO barrier, 9 principles to negotiate as if your life were in it" by Chris Voss