The purpose of this course is to improve the negotiating skills of all those people who in their professional activity deal with customers, suppliers, distributors, partners, etc. from other countries.
The strategies and techniques necessary to negotiate effectively in an international context are provided and the following issues, among others, are dealt with:
What is negotiated and what are the most frequent types of international negotiators?
How do you establish the room for manoeuvre in an international negotiation?
What stages make up the negotiation process in foreign markets?
What are the negotiation tactics most used by international executives and what measures exist to counter them?
What importance do cultural differences have for the success of an international negotiation?
What rules govern protocol in international business?
Identify the differences between a national and an international negotiation
Understand the phases of an international negotiation process
Analyse the key aspects of an international negotiation: what is negotiated, with whom, and how is it negotiated?
To know the most used techniques to negotiate as well as the management of concessions.
Adapt to cultural differences in major world markets.
Know the rules of protocol and the customs of the countries in which it negotiates.
Duration: The course has a duration of 20 teaching hours.
Timetable: Classes will be held on Fridays from 16:30 to 21:30 hours and Saturdays from 9:00 to 14:00 hours.
Modality: This course is taught online live, you can interact with the teacher and classmates during the course of the class and solve your doubts at the moment.
1. Theoretical presentations alternated with practical exposure so as to see their relationship with results in business. The interrelation between theory and practice is a methodology in which students must be involved. This methodological issue will be used for both business executives and professionals, and for recent graduates who want to join the same course.
2. Several case studies are sent from those that companies have been facing in real life for students, with the relevant knowledge acquired, to do the analysis between the different lines of action that may arise and choose the one considered more realistic and adjusted to the case. The student should become accustomed to making decisions and understand the implications of them.
3. Case studies and readings will be sent to participants through the virtual campus. At the same time chat forums or debate centres may be created on campus or virtual in which the views of the participants will be contrasted. . These tools will be used by the students to contrast their different points of view.
4. Virtual Campus is a tool that allows a much more fluid relationship between students and teachers at personal and on line level.
What is negotiated: sale and purchase agreements, distribution and strategic alliances
Types of negotiators (self-diagnostic test)
Management of concessions
The stages of the international negotiation process
Opening and closing strategy
The cultural context of negotiation
Cultures of "high context" and "low context".
Negotiation Styles by Geographical Area
Protocol in international business