Educational guide

IDENTIFYING DATA

2024_25

Subject

BUSINESS NEGOTIATION

Code

00512039

Study programme

0512 - GRADO EN COMERCIO INTERNACIONAL

Descriptors

Credit.

Type

Year

Period

Optional

Second

Language

Castellano

Prerequisites

Department

DIREC.Y ECONOMIA DE LA EMPRESA

Coordinador

MINAYA BARRERA , PEDRO ENRIQUE

E-mail

pminb@unileon.es
bjimp@unileon.es

Lecturers

JIMENEZ PARRA , BEATRIZ

MINAYA BARRERA , PEDRO ENRIQUE

Web

http://

General description

Tribunales de Revisión

Tribunal titular
Cargo	Departamento	Profesor
Presidente	DIREC.Y ECONOMIA DE LA EMPRESA	GONZALEZ ALVAREZ , NURIA
Secretario	DIREC.Y ECONOMIA DE LA EMPRESA	HERRERA ENRIQUEZ , DANNY LILIANA
Vocal	DIREC.Y ECONOMIA DE LA EMPRESA	FERNANDEZ GAGO , ROBERTO

Tribunal suplente
Cargo	Departamento	Profesor
Presidente	DIREC.Y ECONOMIA DE LA EMPRESA	CABEZA GARCIA , LAURA
Secretario	DIREC.Y ECONOMIA DE LA EMPRESA	MIGUEL DAVILA , JOSE ANGEL
Vocal	DIREC.Y ECONOMIA DE LA EMPRESA	MARTINEZ CAMPILLO , ALMUDENA

Competencias

Code
A6643
A6649
A6654
B778
B790
B798
B799

Learning aims

	Competences
Recognize and appropriately apply the basic concepts, strategies, and tactics of the negotiation process.	A6643 A6649
Develop appropriate behavior for conducting a negotiation process.	A6654	B778 B798
Understand the importance of ethical and moral values that must be present in every negotiation process.		B790
Evaluate the probabilities of different market scenarios to make informed decisions in the negotiation process.		B799

Contents

Topic

Sub-topic

PART 1

1. Negotiation: First ideas

Concept and definition of negotiation. Typologies. Negotiation objectives. The negotiation process based on principles.

2. Development of the conflict study

Conflict: concept, approach and typology. Schools and theories about conflict. Conflict management

3. Individual and psychological issues

Key negotiation styles. Key negotiation temperaments. Power effects on negotiation process. Persuasion principles.

4. Stages of the negotiation process

Preparation stage. Introduction stage. Initiation stage. Intensification stage. Closing stage. Tactics, styles and ethics.

5. Mediation process and team negotiation

Third parties intervention in the negotiation process: Mediator role and process arrangements. Mediation strategies and tactics. Intermediation levels.

Team negotiation: Groups dynamic. “Good cop, bad cop” tactic. Advantages and disadvantages.

6. International Issues

Culture and cultural factors. Cultural dimensions in the negotiation process. Negotiation styles in different geographical areas.

7. Digital Era Negotiation - Strategies and Challenges

Fundamental concepts of digital negotiation. Technological tools and communication platforms. The role of artificial intelligence in negotiation. Challenges in digital negotiation. Importance of emotional intelligence in virtual environments. Effectiveness in digital communication.

8. Sustainable and Creative Negotiation - Promoting Innovation and Social Responsibility

Integration of sustainability in negotiation. Social responsibility in negotiation. Creativity techniques in negotiation. Case studies of innovative negotiation. Promoting innovation through collaboration.

Planning

Methodologies :: Tests
	Class hours	Hours outside the classroom	Total hours
Case study	23	13	36

Tutorship of group	9	10	19

Lecture	22	27	49

Mixed tests	4	24	28
	2	16	18

(*)The information in the planning table is for guidance only and does not take into account the heterogeneity of the students.

Methodologies

Methodologies ::

	Description
Case study	The case method will allow students to see the practical application of the theoretical fundamentals discussed in class. The cases presented in this course represent real business situations. Consequently, the cases provide an opportunity to apply the concepts taught in theoretical content classes while helping to develop strategic thinking skills. Students are required to read the case in advance and consider possible answers to the questions posed as a preliminary step to classroom discussion. Sometimes, cases will be resolved individually and others in groups, both inside and outside the classroom; generally, cases will be discussed orally in class and students will have to submit a summary of the case to the professor, or submit it through the Moodle platform.
Tutorship of group	Group tutorials will be held in the classroom or through the Moodle platform and will be mandatory. These sessions will primarily involve monitoring ongoing monographic works by different teams, presenting these works, and addressing any specific theoretical-practical questions that may arise. Additionally, any supplementary content to enhance understanding of the subject (multimedia, news, dynamics, etc.) will be used. Finally, 4 hours of tutorials will be dedicated to conducting the two partial theoretical-practical exams of the course.
Lecture	For each topic, the professor will present and explain the main objectives, supported by examples of real cases, or ask students to work on a part of the syllabus to explain later in class. At all times, the professor will aim to foster active student participation derived from any doubts or comments that may arise as well as from questions posed by the professor with the goal of enriching the presentation.

Personalized attention

Tutorship of group

Mixed tests

Description

Group or collective tutorials will be conducted collectively in the classroom or through the Moodle platform. Additionally, there will also be individual virtual and face-to-face tutorials for any inquiries students may have regarding any issue related to the course.

Assessment

	Description	Qualification
Case study	Participation in theoretical-practical activities will be assessed considering two aspects. Firstly, active participation in classes (attendance at face-to-face classes, participation therein, resolution of exercises, etc.). Secondly, the submission of written exercises in the manner and by the date specified in each case by the professor.	Its relative weighting will be 20% of the final grade for the course.
Mixed tests	Written theoretical-practical exams will be held in the classroom or through the Moodle platform to evaluate the knowledge and understanding of the course material.	They will account for 40% of the final grade.
	Students will form groups whose size will be decided by the professor based on the total number of students. Each team will carry out its work following the instructions or guidelines set by the professor, applying the content seen in class.	The assessment of the completion and presentation of the work will constitute 40% of the final grade for the course.

Other comments and second call
In the second ordinary session, students may retake the parts pertaining to the theoretical-practical examinations as well as part of the continuous assessment by submitting solutions to practical cases that the professor deems recoverable. During the examination, no materials shall be allowed except those essential for the completion of the test (pen and paper). The possession and use of mobile and/or electronic devices during the examinations are strictly prohibited. Merely having such devices, as well as notes, books, folders, or various unauthorized materials during evaluation tests, will result in the immediate withdrawal of the examination, expulsion from it, and a failing grade being recorded, with the incident being reported to the Academic Authority of the Center for further action under the Procedures for Handling Instances of Plagiarism, Cheating, or Fraud in Examinations or Assessment Tests, as approved by the Standing Committee of the Governing Council on January 29, 2015.

Sources of information

Access to Recommended Bibliography in the Catalog ULE

Basic
	BACH, E y FORÉS, A. (2008). La asertividad: Para gente extraordinaria. Barcelona: Plataforma. ISBN:9788496981119 BUDJAC CORVETTE, B. (2011). Técnicas de negociación y resolución de conflictos. México D.F.: Pearson. ISBN: 9786073205931 FRIEDMAN, R.A. (2014). The big book of conflict resolution games: quick, effective activities to improve communication, trust and collaboration. USA: McGraw-Hill Education. ISBN: 978-0-07-174366-2 GÓMEZ-POMAR, J. (2004). Teoría y técnicas de Negociación. Madrid: Ariel. 2ª Edic. ISBN: 978-84-344-4453-9 MALARET, J. (2004). Negociación estratégica para directivos de empresa: resultados sobresalientes en la mesa de la negociación. Madrid: Colex. ISBN 9788478798780 PORTER, M.E. y KRAMER, M.R. (2011). The big idea: creating shared value. Harvard Business Review, 89, 2-17. SENGE, P.M. (2008). The necessary revolution: how individuals and organizations are working together to create a sustainable world. New York: Doubleday. ISBN: 9780385519014 THOMPSON, L. (2018). The truth about negotiations. 2nd ed. USA: Pearson FT Press. ISBN 13: 9780133353440 WATKINNS, M. (2007). Marcando las reglas de la negociación. Una guía para negociar con éxito. Bilbao: Harvard Business School Press. ISBN: 978-84-234-2458-0
Complementary
	ARAMBURU-ZABALA, L. (2005). Habilidades de negociación: todos podemos ganar. Madrid: Pirámide, pp.17-47. ISBN: 9788436819342 BERCOFF, A. (2005). El arte de la negociación: el Método de Harvard en 10 preguntas. Barcelona: Deusto. ISBN: 9788423423231 CÁMARA, D. y SANZ, M. (2001). Dirección de ventas. Vender y fidelizar en el nuevo milenio. Madrid: Prentice Hall, pp. 184-194. ISBN: 978-84-832-2709-1 DASÍ, F.M. y MARTÍNEZ-VILANOVA, R. (2009). Técnicas de negociación: un método práctico. 9ª ed., reimpresión-- Madrid: ESIC. ISBN: 978-84-7356-618-6 FERNÁNDEZ MARTOS, S. (2005). Técnicas de negociación. Habilidades para negociar con éxito. Vigo: Ideas Propias, pp. 1-40. ISBN: 9788493455309 FISHER, R.; URY, W. y PATTON, B. (2009). Obtenga el Sí. El arte de negociar sin ceder. Barcelona: Gestión 2000. ISBN 9788498751079 NIERENBERG, J. y ROSS, I. (2004). Los secretos del éxito en la negociación. Barcelona: Blume Empresa. ISBN 9788480764872 THOMAS, J. (2006). Negociar para ganar. Cómo conseguir siempre el mejor acuerdo. Barcelona: Gestión 2000. ISBN: 9788496612013

Recommendations

Subjects that it is recommended to have taken before

PRINCIPLES OF BUSINESS ADMINISTRATION / 00512003

HUMAN RESOURCE MANAGEMENT / 00512016

INTERNATIONAL COMPANY MANAGEMENT / 00512026


Other comments
Note: Both the programming and the systems of evaluation and grading may undergo modifications, which will be notified well in advance to the students through the usual means. Additionally, the systems of evaluation and grading may be subject to exceptional circumstances that will be duly assessed by the professor.