Through practical exercises and negotiation simulations, students will be encouraged to use analytical tools and effective interpersonal relationship techniques in a wide variety of contexts, taking into account social diversity. At the end, students are expected to expand their repertoire of skills, negotiate better and be able to deal with people and situations in an ethical and appropriate manner, as well as in a socially responsible way.

ESSENTIAL TOPICS: The dilemma between creating value and distributing value; Cognitive biases and other psychological barriers; The interpersonal dimension of negotiation; Norms on culture, gender and ethics in negotiations; Difficult people and situations.