Program

Program

Learning goals

Through the Specialization in Negotiation the student will become a professional who:

  1. Understands the problem, the context and the possible consequences of negotiation to design and apply strategies with a long-term ethical perspective.
  2.  Recognizes aspects of the person and of their relationship with otehrs which can boost or limit their own negotiating capacities.
  3.  Identify and apply effective communication forms in negotitation processes.

Curriculum structure

The program has 20 credits, divided into 5 cycles of 8 weeks, for a total duration of one year. The program is divided into two axes, one of individual development and interaction and another of organizations, negotiation and conflict management.

The curriculum includes courses such as: Methodologies for working with groups and teams and 1 elective course (2 credits). Throughout the program, the theoretical knowledge necessary to understand the dynamics of negotiations within the organization and negotiations with external parties is taught. This training is complemented by a workshop that seeks to reinforce the participant's skills as a negotiator.

Schedule

Duration: twelve (12) months, divided into five cycles of eight weeks each.

School days Thursday from 5:00 pm to 9:00 pm, Friday from 8:00 am to 6:00 pm and Saturdays from 8:00 am to 12:00 noon, every three weeks with some exceptions.

Academic Cycles for the January 2018 Cohort

Cicle Date
Cicle I January 22 - March 17
Cicle II April 02 - May 26
Cicle III June 05 - July 28
Cicle IV August 06 - September 29
Cicle V Octuber 08 - Diciembre 01


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.
  • 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. 

Programme uses several type of methodologies passing from lectures to projects. The mix and variety of methodologies depend on the content and type of course. It is encouraged to professors to privilege the participant centered learning. In that sense there is an active use of case method, simulations, workshops and team work.

Regulations

See the 2017 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