Program

Program

Objetives  

Through the Specialization in Negotiation, students will:

  • Design negotiation and conflict management processes built on an essential understanding of the dynamics underlying organizations and their environment
  • Analyze situations that require the participation of several individuals or organizations to reach a goal and then define appropriate negotiation strategies
  • Analyze the structures, culture, and behaviors that are generated in the organizational context in order to identify negotiation challenges and conflicts, followed by constructive ways to address them

Curriculum

During the five cycles of the specialization, the theories needed to understand the dynamics of negotiations within the organization and negotiations with external parties are covered. This training is complemented with a workshop that aims to strengthen the skills of participants when negotiating.

Academic Cycles for the January 2015 Cohort

Cicle Date
Cicle I January 13 - March 7, 2015
Cicle II March 16 - May 16, 2015
Cicle III May 25 - July 18, 2015
Cicle IV July 27 - September 19, 2015
Cicle V September 28 - November 21, 2015


Group work or online activities may also be scheduled before, during, or after these cycles. 

Academic Cycles for the July 2015 Cohort

As the Specialization in Negotiation is offered annually, there is no cohort beginning in July 2015. The next cohort will begin in January 2016. However, we invite you to apply now for 2016 admission..

Academic Cycles for the January 2016 Cohort

Cicle Date
Cicle I January - March 2016
Cicle II March - May 2016
Cicle III May - July 2016
Cicle IV July - September 2016
Cicle V September - November 2016

Group work or online activities may also be scheduled before, during, or after these cycles.

Teaching Approaches

  • Master Classes: These classes are focused on theoretical approaches that professors bring to life with examples in order to improve student understanding of subjects.
  • Case Studies: Both national and international case studies allow students to look at different areas of organizations in real situations through interaction with peers and professors, which develops critical and analytical thinking abilities in addition to communication, argumentative, and persuasion skills.
  • Workshops: By means of practical exercises, the capabilities and skills of participants in specific areas are strengthened.
  • Reports and Projects: In each course, students are faced with the need to find information, analyze concepts, and make decisions, aiding them in the incorporation of research methodologies into management processes.
  • Simulation Games: Participants embark on the exercise of creating a strategy and implementing different mechanisms and tools to then advance and monitor its execution. Students learn about the risks that are inherent in the decision-making process and how to estimate them, as well as the impact of corrective measures. 

Regulations

See the 2015 General Regulations for Specialization Students here.

Professional Development

Graduates of this specialization may go on to work in diverse roles in different areas of organizations such as:

  • Purchasing
  • Sales
  • Talent management/Human resources
  • Technology (customer requirements and vendor compliance)
  • Tenders
  • Corporate relations
  • Investor relations
  • Projects
  • General management