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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
usage
Planning,
Methodology
of