Folio 87

Belgrano University
Faculty of Humanities - Psychology
Class: NEGOTIATION TECHNIQUES
Professor: ?
COURSE DESCRIPTION
1. OBJECTIVES:
The finality of the course is centered upon offering a technological and
philosophic support to the effects that intuitive and practical negotiators
become professional negotiators, in such a way that they obtain the
maximum benefit (price, quality, term, etc.) applying rational criteria. The
course promises the provision of concepts, tools and a determinate
philosophy to be used in negotiations and instances of conflict resolutions
in which the student must intervene in his or her profession and other
activities.
The course is completely oriented to matters of commerce and
commercialization.
2. CONTENTS
1. GENERAL INTRODUCTION:
Concept and evolution of ideas regarding Commercial Negotiation
Basic aspects regarding the process of the Commercial Negotiator
Basic Pillars
- Power
- Information
- Time
- Unity
- Philosophy
- Organization
2. POWER:
Conditioned, Worthy and Compensatory - Equilibrium of power - Types of
power: power and negotiation focus - Leadership
3. INFORMATION REGARDING COMMERCIAL TRANSACTIONS:
Importance - Utilization - Analysis - Economic information - Argumentation
of financial economics - Theories regarding decisions
4. TIME:
Administration and efficacy regarding
programming, delegation and decision
Action plans

time

5. UNITY, PHILOSOPHY AND ORGANIZATION

Advantages, Team roles - generational styles
organization - Generation of value

usage

Planning,

Methodology

of

6. FOCUSES ON COMMERCIAL NEGOTIATIONS

Typical styles - Definitions - Objective and psychological results - Style
contrasts - Selection of focus - Equilibrium - Negotiation scheme Environment - Creativity

7. ANALYSIS OF PERSONAL STYLES

Distant, dependent and dominant - Extreme styles - Interpellations - Ideal
Negotiator
8. COMMERCIAL CONFLICTS
General conflict theory - Methods to resolve conflicts (mediation,
arbitration, etc.)
Preventive Outsourcing - Advantages and Disadvantages - Compromising,
Contractual Clauses
9. COMMUNICATION IN NEGOTIATION AND OUTSOURCING
Human Communication. Characteristics. Syntax, semantics and
pragmatics regarding human communication - The axioms of
communicational theory - Models of communication - The JOHARI Window
10. NEGOTIATION AND CONFLICTS WITH CLIENTS
Interpersonal conflicts in the organization - Relation with clients and
suppliers - Relationship with collaborators - Resolution of organizational
conflicts - Outsourcing matters of patrimony
TEACHING METHODOLOGY
The faculty will develop professor activities basing itself in a preliminary
development of theoretical content, with the aim of introducing the
students to the discipline, considering such introduction is their first
approach to it.
Once an acceptable basis of knowledge is conformed (knowledge, tools
and philosophy), an initiation of a overlapping development of practical
elements with theoretical concepts that constitute KNOW-HOW students
can apply effectively and concretely.
The practical part of class is developed fundamentally as "Role-playing"
and with the method of cases in which students have an active
participation.
Students must develop a wide activity of class participation that ensures
their prominence. These practical tasks are to be complemented with
assignments that are to be carried out outside the course hours.
The course
also contemplates considerable investigation and
development, be it in groups or individually. The course programs the
assistance of guest mediators, arbitrators, and/or successful negotiators
that have excelled in their profession. The course aims for students to
adopt contact with successful negotiators of different kinds.
EVALUATION CRITERIA
- Question analysis, participation in class and overall course
comprehension
- Mid-term evaluations as well as their possible re-sitting
- Investigation work
- Assignments performed for this discipline
Given the practical nature this discipline needs, student assistance to class
and student participation will be heavily considered in student evaluation.