Fechas
Every agreement and business deal in the corporate and human realm is based on the ability to establish and manage effective connections. In today's context, it is crucial to achieve a balance between empathetic components and demands such as the urgency to close a deal, trust management, and firmness in pursuing results.
The course is based on a methodology that strategically and pedagogically integrates three essential components. The disruption of concepts leads the participant to a renewed conceptual framework, preparing them for subsequent stages and freeing them from biases and preconceived notions. This allows them to adopt new and divergent perspectives.
In practical learning, the participant enters a simulation where they assume different roles, working individually or in a team. The purpose is to perfect skills in challenging negotiations and build long-term benefits under a collaborative approach.
Finally, in the assimilation of concepts, after successfully applying specific negotiation techniques, the participant adopts new behavior patterns. These newly acquired guidelines form the foundation of a repertoire of successful actions.
Virtual
Live videoconferences will be held on Mondays and Wednesdays from 18:00 to 20:00 and on Saturdays from 08:30 to 10:30.
$690 + VAT
Learning Objectives
- Analyze different contexts to appropriately adapt negotiation skills.
- Create innovative solutions to specific negotiation challenges.
- Evaluate the dynamics and identity of teams during negotiation processes.
- Apply communicative and creative competencies in solving negotiation problems.
Content
Effective Communication and Negotiation Methodology
Effective Communication in Negotiation
This submodule describes the main axes of communication, as well as the primary errors, according to P. Watzlawick's five axioms. Additionally, it analyzes information management: underload, overload, and the information quadrant. Lastly, participants will learn to structure a powerful, effective, and results-oriented message (Lasswell's paradigm).
Introduction to Negotiation: Harvard School Methodology
This submodule introduces negotiation according to the Harvard School methodology, which includes its seven constitutive principles and the axes of the collaborative and integrative model based on interests and value generation. It also examines the emotional challenge and how it negatively impacts negotiations.
Negoti-Action Tools and Techniques
Negotiation Tools and Techniques
This submodule describes the main hard bargaining techniques and how to counter them once identified. It also covers the pillars of strategic analysis and the conditions that precede good negotiation preparation.
Negoti-Action
In this final stage, students will conduct a live negotiation in which they must implement the various skills and abilities developed throughout the course: team building, strategic planning, and persuasion skills.
Activities
Complementary Talks
Aligned with USFQ's Liberal Arts philosophy, where all areas of knowledge have equal relevance and contribute to the development of understanding, this program includes virtual talks on various current topics of interest. These are open to the general public or are part of other programs. It is a space that enhances the academic content of the program, and attendance is optional.
Business Forum
The business forum is a virtual meeting space for students and panelists; entrepreneurs, businesspeople, professors, and experts who will share their perspectives, trends, and best practices. The forums are managed according to the annual schedule and are attended by students from non-degree and master's programs at the School of Business. It is a space that enhances the academic content of the program, and attendance is optional.
Activities
This program includes various virtual activities, such as presentations, practical exercises applying the concepts presented, workshops, discussions, among others. The program employs an active, participatory, and critical methodology that links theory with practice. Students must access the virtual platform Desire to Learn (D2L) at least 2 hours in advance to familiarize themselves, use the study resources, and complete the virtual activities. Access to the D2L platform is available from the start of the program until one month after its completion.
Additionally, the program requires individual dedication from the student, with at least 8 hours of self-directed individual study for program preparation.