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International Negotiation International Business Program 2019/2020 Year CEA & UPF Hybrid - Barcelona

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International Negotiation

International Negotiation Course Overview


CEA Partner Institution: Pompeu Fabra University
Location: Barcelona, Spain
Primary Subject Area: Business
Instruction in: Spanish
Course Details: Level 300
Recommended Semester Credits: 2
Contact Hours: 32
Prerequisites: Two years of college


Commercial negotiation and communication. Cultural factors and their influence on negotiation. Benchmark criteria for structuring multicultural negotiations. Negotiation styles. Structure and stages in the negotiation process. Preparation of international negotiation. Developing the different phases of negotiation.
Apply quantitative criteria and qualitative aspects to decision making. Introduce basic aspects of marketing and planning commercial strategies.

*Note: this course is an ESCI elective. In other words, it is an integrated course with Spanish students and the weekly schedule follows the Spanish university system, which means classes may be held on Fridays.

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