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Principles of Negotiation
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This Course is Available through these Programs:
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International Business
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Liberal Arts & Social Sciences
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Spanish Language & Culture
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Academic Institution: CEA GlobalCampus: Barcelona
Location: Barcelona, SpainPrimary Subject Area: Communication
Other Subject Area(s): Management, Political Science
Level(s): 300
UNH Course Code: SPN399C
Instruction in: Spanish
Recommended Semester Credits: 3
Contact Hours: 45
Prerequisites: None
Description
In this course, you will acquire the theoretical foundations and practical skills of effective negotiation and communication for the world of global business and cross-cultural interaction in the 21st century. You will first expand your understanding of the psychological, cultural, and technical complexities of and impediments to effective negotiation and the oral and written communication that supports it. You will then analyze and acquire the techniques of logical and coherent thinking, of critically evaluating information and contrary ideas, of organizing and formulating clear and compelling arguments, and of presenting and delivering such arguments concisely but persuasively in oral, written and electronic forms.
You will then apply these communication tools and techniques to strategic purposes, such as successful business negotiations, where through individual presentation, group scenarios and intensive negotiation simulations, you will engage in the practical experience of meeting and overcoming confrontation, resistance, conflict and negativity in your business & cultural relations. Through this process you will learn to detect, correct and finally avoid costly negotiation and communication errors in your business and professional life and acquire the invaluable techniques and strategies for getting others to agree to and support your targeted objectives.
And as this course takes a cross-cultural approach to negotiating, communication, and styles of argumentation, you will learn to use your new skills, both in traditional and digital ways, with people of diverse backgrounds, cultures, ideologies and agendas. This cross-cultural approach is particularly important to the practical part of your study where you will be immersed in a series of varied negotiation simulations and role-playing that require intercultural competence.
Through these many simulations and varied exercises, you will be made more aware of your own behavior as a negotiator and will progressively develop a more efficient personal method and style of cross-cultural communication. Your class preparation and active participation are essential to the success of this course.
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