NEGOTIATION. Javier Achondo B, Master in Administration, MBA.

Size: px
Start display at page:

Download "NEGOTIATION. Javier Achondo B, Master in Administration, MBA."

Transcription

1 NEGOTIATION Professor: Professor s Javier Achondo B, Master in Administration, MBA. COURSE PRESENTATION This course is based primarily on a practical methodology of workshops for students to know, understand and learn how to use the conceptual, behavioral and strategic aspects that surround and are present throughout the negotiation process, from preparation to closure. COURSE OBJECTIVES Design and prepare a negotiation strategy that covers all the different stages of this process. Structure a good starting point in negotiations, managing four key valuation concepts: BATNA; Reserve price; Z.O.P.A. and Creation of Additional Value, through exchanges between the parties. Value the role of emotions, effective communication and research throughout the negotiation process. Work in teams to determine the styles and roles in a negotiation, depending on the objectives proposed, on the characteristics of the counterparty and on the development of the negotiation itself. METHODOLOGY The fundamental conceptual elements will be delivered in lectures, where student participation and discussion of ideas will be encouraged. Given the very practical feature of the course, participants will have the opportunity to practice their negotiation skills in different scenarios with guidance and feedback. 1

2 The cases and final negotiation exercise by teams are filmed to provide feedback to these teams and to the rest of the participants about the strengths and weaknesses identified in the practical application of conceptual, behavioral and strategic aspects learned in the course. Assessment Practical Negotiation Cases. 35% Hamilton Real State- Batmobile 5% Industrias Castillo S.A. 5% Mapuche community - Electricity Company 10% Moms.com 15% Individual Cases. 10% Presentation of group case. 15% EXAM Full collective bargaining. 20% Test of relevant knowledge 20% Final negotiation exercise by team: Students must develop a negotiation process, incorporating the conceptual and practical aspects analyzed in the course/workshop, negotiating cooperatively in a distributed environment to an integrated one. Teams of 5 students will be made up, who will conduct a one-hour Collective Bargaining, where a team will represent the company and the other one will represent the union. Individual and Group Cases Development: Students will develop Individual Cases Analysis, Individual Controls and Presentation of Real Group Cases, using the Method of the Case of Harvard University. Report on Negotiation Practices: Negotiation rounds will be conducted in all sessions in groups of two students (Party- Counterparty). After the round, students will hand in a report on the experience in the negotiation, negotiating arguments and agreements reached. It includes individual and group practical works done in class. COURSE MATERIAL 2

3 BIBLIOGRAPHY NEGOCIACIÓNUna guía para directivos ocupados (1). Harvard Business School Publishing Corporation EdicionesDeusto, Las Emociones en la Negociación (2). Roger Fisher y Daniel Shapiro. Grupo Editorial Norma S.A Como negociar con EXITO (2). Karl & Steve Albrecht. Ediciones Granica de Chile S.A. 2º Edición Negotiation GENIUS (3), autoresdeepackmalhotra y Max H. Bazerman. Harvard Business School. Ediciones Bantam Books año Marcando las Reglas de la NEGOCIACION (3), autor Michael Watkins. Harvard Business School Prees.EdicionesDeustoaño Obtenga el Sí, el arte de negociar sin ceder (3). Autores Roger Fisher, WilliamUry y Bruce Patton.Edición gestión 2000, año Supere el NO, como negociar con personas que adoptan posiciones obstinadas (3). Autor William Ury. Editorial norma, año Si de acuerdo, como negociar sin ceder (3). Autores Roger Fisher, WilliamUry y Bruce Patton.Ediciones Norma, año Claves de Negociación, con el corazón y la mente (3). Autores Steven P. Cohen y Ricardo Altimira. McGraw Hill, año (1) Guide text: a copy will be provided at the beginning of the class. (2) Photocopy of Book: to be delivered at the beginning of the class. (3) Material downloaded in PDF, teaching website. ARTICLES 3

4 Cinco estrategias para sumar a las negociaciones. Kandarp Mehta. IESEinsihgtNumero 15, La Negociación Investigativa. Deepack Malhotra y Max H. Bazerman. Harvard Business Review (LA) Septiembre2007. Mas Allá del sí: negociar con la implementación en la mente.danny Ertel. Harvadr Business Review (LA) _ (4) To be provided in photocopies in course folder. Casos de Estudio (HBS) (5) Endesa Chile: Raising the Ralco Dam (A). Kathleen McGinn, Paula Laschober & Dina Pradel Nº Rev. May Club Atlético Boca Juniors. Anita Elberse, Alberto Ballvé & Gustavo Herrero. Nº 509- S06.Junio Atlantic Corporation. Peter Tufano. Nº 208-S14. Rev. Julio (5) To be provided in photocopies in course folder. 4

5 SCHEDULE AND CONTENT Date Contents Applications Bibliography Thursday November 28 Negotiation: Definitions, processes and methods. Communication and negotiation processes. Competitive negotiation (distributive) and cooperative negotiation (integrative). Test on conflict management in negotiations Exercise on solution of possible conflicts in negotiations Negotiation practices from a BUYER - SELLER conflict: Hamilton Real State Batmobile cases. Negotiations model Harvard Model. Basic Concepts in a Communication in a First deals Anchoring in a Emotional profiles of the negotiators. NEGOCIACION Una guía para directivos ocupados. Page Negotiation GENIUS. Page Articles Anchoring and first Offers in Negotiation. Anchoring expectations. Anchoring the big picture. Test (summarized) Meyers & Briggs Summary day #1 Friday November 29 Process in Competitive and Collaborative Negotiation. Negotiation based on interests and positions argumentation. Emotions in a Negotiation practices COMPANY /UNION Industrias Castillo S.A. Case Creation of the negotiating teams. Preparation of a Process and development of a Stages of the negotiation process. Emotions in a Creating value in a PPT Session # 1 NEGOCIACION Una guía para directivos ocupados. Page Las Emociones en la Negociación. Como negociar con EXITO Articles Cinco Estrategias para sumar a las negociaciones. La negociación investigativa. Negotiating with emotions. 5

6 Video day # 1 PPT Session # 2 (A) PPT Session # 2 (B) Saturday November 30 Harvard negotiation model. The nine elements of a negotiation based on principles. Process of competitive and cooperative How to negotiate with people who adopt inflexible positions. Negotiation of intangibles Tangibles. Strategy and Tactics in a Intercultural Managing emotions in a Work on the negotiating team. NEGOCIACION Una guía para directivos ocupados. Page Claves de Negociación: con el corazón y la mente. Marcando las reglas de la negoción. Articles Connect, Then Lead. Cooperative negotiation practices - COMPANY /UNION - Eléctica del Sur with Mapuche community. Do you play to win-or to not lose? Making star teams out of star players. Thursday December 19 Video day # 2 Summary day # End of week # 1. Negotiating face-to-face: The encounter Effective discussion in the Multivariable negotiations. Negotiation with common and conflicting interests. Argumentation of positions. Value Creation in Negotiations. Analyze Strategy and tactics usually employed in negotiations. Final behavior in a Implementation of negotiation agreements. Ways to create additional Case HBS Endesa Chile: Raising the Ralco Dam (A) PPT Session # 3 (A) PPT Session # 3 (B) NEGOCIACION Una guía para directivos ocupados. Negotiation GENIUS. Page Sí de acuerdo! Supere el NO! Obtenga el SÍ! 6

7 The closure, agreements, results and follow-up of the negotiation Negotiation practices in a business multivariable involvement SUPPLIER/CLIENT Case MOMS.COM (KELLOGS) value in an industrial chain. Articles Deal Making 2.0 Mas allá del Sí: negociar con lamimplemetacion en le mente. You make better decisions if you see your self senior self. General Video End # 1. Summary Sessions # Strategic Leadership: The Essential Skills. PPT Session #4 Friday December 20 Presentation of group Negotiation cases Delivery of individual case on experiences in negotiation From a REAL case:. Analysis of overall situation.. Relevant facts. How to prepare and assess the Negotiation. Assessment of the strategies and tactics employed in the negotiation. Agreement (s) reached in the Negotiation. What changes you would make when faced with a new negotiation process. Conclusions Presentation of group works to the class. Own real experiences on Video day # 4 Summary day # 4. Attached information (if necessary). TEAMWORK. PPT Session #5 Saturday December 21 Final negotiation exercise by team: cooperative negotiation in a competitive environment. Teams of 5 students each are made up, who will carry out a one-hour collective bargaining, where one team will represent the company and the other one will represent the union. Application of everything learned in previous sessions to a practical case. Case to negotiate: Compañía Minera La Cumbre S.A. 7

8 This session is entirely filmed by the teacher and assistant, to provide feedback to these teams and to the rest of the participants about the strengths and weaknesses identified in the practical application of conceptual, behavioral and strategic aspects during the negotiation process. Saturday January 04 Individual test on relevant knowledge. Final Video: Session review and analysis of the film of the negotiations by team. Presentation of the experiences of each negotiating team in the collective bargaining exercise. Feedback on strengths and weaknesses of the negotiation process. Final conclusions of the course on competitive and cooperative negotiation processes. Analysis and presentation of negotiators of alternatives of two cases, at the student's choice: A) Club Atlético Boca Juniors B) Atlantic Corporation MOTIVATIONAL video PPT COURSE summary Final Coffe ENLARGED 8

9 PROFESSOR S RESUME JAVIER IGNACIO ACHONDO BAUZÁ Agronomist, Universidad de Chile. MBA Master in Administration, Universidad de Chile. Owners, President Managers Program (OPM). Harvard Business School, Key Executive Program, Oct - Jan Associate s degree in leadership, financial and economic matters. The George Washington University, Washington D.C. September Assistant Professor in Human Capital, School of Economics and Business, MBA Program, Universidad de Chile. Professor of Effective Negotiation, School of Economics and Business, MBA Program, Universidad de Chile. In the exercise of his activity, he has held executive, managerial and academic positions, leading teams to generate changes in the structure and organization of companies. 9

01 Introduction 02. Bank Negotiation START-UP DOCS. The Negotiation Process. General Advice. Elements the bank will take into account

01 Introduction 02. Bank Negotiation START-UP DOCS. The Negotiation Process. General Advice. Elements the bank will take into account DOCS Bank Negotiation 01 Introduction 02 The Negotiation Process 03 General Advice 04 Elements the bank will take into account Barcelona Activa SAU SPM, 1998-2009 01. Introduction In this report, you will

More information

Process Management and Control

Process Management and Control ANTIOQUIA SCHOOL OF ENGINEERING Process Management and Control ACADEMIC DOMAIN CURRICULUM FIELD PREREQUISITE(S) COREQUISITE(S) Administration/Management (UNDERGRADUATE AND MASTERS) General Management and

More information

801133 - DIRRH - Human Resource Management

801133 - DIRRH - Human Resource Management Coordinating unit: Teaching unit: Academic year: Degree: ECTS credits: 2013 801 - EUNCET - Euncet University Business School 801 - EUNCET - Euncet University Business School BACHELOR'S DEGREE IN BUSINESS

More information

Bachelor Degree in Tourism and Hospitality Management

Bachelor Degree in Tourism and Hospitality Management Bachelor Degree in Tourism and Hospitality Management Academic Year: 2015-2016 Teaching guide Area: Human Resources and Organization Management Subject: HRMI: Personnel policies Period: Semester 5 Lecturers:

More information

IN7A3 MANAGEMENT SKILLS: INNOVATION AND SELF- MANAGEMENT

IN7A3 MANAGEMENT SKILLS: INNOVATION AND SELF- MANAGEMENT IN7A3 MANAGEMENT SKILLS: INNOVATION AND SELF- MANAGEMENT July - August 2007 Professors: Carlos Vignolo Univ. Lecturers: 5 Sergio Spoerer Cristian Binimelis Requirement: Entry into the Program Claudia Arratia

More information

UNIVERSIDAD DE GUADALAJARA

UNIVERSIDAD DE GUADALAJARA UNIVERSIDAD DE GUADALAJARA CENTRO UNIVERSITARIO DE CIENCIAS ECONÓMICO ADMINISTRATIVAS MASTER BUSINESS ADMINISTRATION COURSE PROGRAM 1. - SUBJECT Economic Environment 2. - SUBJECT CODE NRC D0812 3. - PREREQUISITES

More information

UNIVERSITY OF LA VERNE COLLEGE OF LAW NEGOTIATION DAY CLASS CRN 1250. Spring 2015 Syllabus

UNIVERSITY OF LA VERNE COLLEGE OF LAW NEGOTIATION DAY CLASS CRN 1250. Spring 2015 Syllabus UNIVERSITY OF LA VERNE COLLEGE OF LAW NEGOTIATION DAY CLASS CRN 1250 Spring 2015 Syllabus PROFESSOR: Susan Nauss Exon CREDIT HOURS: Two Credit Hours DAYS & TIMES: Tuesdays, 9:30 11:30 a.m. ROOM: 206 I.

More information

TEACHING COURSE PLAN Strategic and Operational Marketing DEGREE IN ADVERTISING AND PUBLIC RELATIONS

TEACHING COURSE PLAN Strategic and Operational Marketing DEGREE IN ADVERTISING AND PUBLIC RELATIONS TEACHING COURSE PLAN Strategic and Operational Marketing DEGREE IN ADVERTISING AND PUBLIC RELATIONS CREDITS: 6 YEAR: 2014-2015 TEACHER: Judith Badia LANGUAGE: The classes are taught in Catalan INTRODUCTION:

More information

Development of Managerial Capabilities Instituto Tecnológico Autónomo de México Licenciatura en Administración Preliminary Outline 2014

Development of Managerial Capabilities Instituto Tecnológico Autónomo de México Licenciatura en Administración Preliminary Outline 2014 Development of Managerial Capabilities Instituto Tecnológico Autónomo de México Licenciatura en Administración Preliminary Outline 2014 Instructor: Dr. Maggie Sloan Office Hours: by appointment Email:

More information

DRAFT COPY Course Objectives. Course Format

DRAFT COPY Course Objectives. Course Format DRAFT COPY Course Objectives Managerial Negotiations (B8510) MBA Warren 416 Professor Malia Mason XX (Course TA) Success in business and beyond requires agreement and collaboration with other people. Whether

More information

BACHELOR S DEGREE IN BUSINESS ADMINISTRATION

BACHELOR S DEGREE IN BUSINESS ADMINISTRATION BACHELOR S DEGREE IN BUSINESS ADMINISTRATION Subject Financial Accounting II Code 802275 Module Accounting Area Accounting for external users Character Compulsory Attendance 3 Credits 6 Non attendance

More information

Sales Management and Techniques

Sales Management and Techniques Sales Management and Techniques CODE 9987001403 COURSE DESCRIPTION The course takes a theoretical and practical route for the main concepts and sales tools, applied to the market reality. All this with

More information

ORGANIZATIONAL BEHAVIOR OBHR E-110 Spring 2009, Thursday, 5:30 7:30, Maxwell Dworkin, Room G135

ORGANIZATIONAL BEHAVIOR OBHR E-110 Spring 2009, Thursday, 5:30 7:30, Maxwell Dworkin, Room G135 Instructor ORGANIZATIONAL BEHAVIOR OBHR E-110 Spring 2009, Thursday, 5:30 7:30, Maxwell Dworkin, Room G135 Christina Dunn Finegold (617) 496-3054 Christina_Dunn@harvard.edu Office hours: before or after

More information

Curriculum Vitae. Transport Engineer (Bsc.), Pontificia Universidad Católica de Valparaíso, 1998.

Curriculum Vitae. Transport Engineer (Bsc.), Pontificia Universidad Católica de Valparaíso, 1998. Curriculum Vitae 1 Personal Information Name : Miguel Ángel Vargas Román. Date of Birth : 27th October 1971. Citizenship: Chilean. Address : 253 Manuel Rodríguez Sur, Santiago, Chile Fone : +56-2-6762252.

More information

Economic- Management. None. None

Economic- Management. None. None ANTIOQUIA SCHOOL OF ENGINEERING General Management ACADEMIC DOMAIN CURRICULUM FIELD (POSTGRADUATE AND MASTERS) PREREQUISITE(S) COREQUISITE(S) SUBJECT CREDITS - COLOMBIANS - ECTS (COLOM x1.8) DIRECT TEACHING

More information

Gustavo García-Mansilla

Gustavo García-Mansilla Gustavo García-Mansilla Director - Executive Media MBA - Universidad de Navarra gmansilla@intermediamanagement.es Summary Generalist senior manager with special skills in teams management, internationalization,

More information

Memorias del XI Encuentro Nacional de Estudios en Lenguas (2010) ISBN: 978-607-7698-32-6 JCLIC A PLATFORM TO DEVELOP MULTIMEDIA MATERIAL

Memorias del XI Encuentro Nacional de Estudios en Lenguas (2010) ISBN: 978-607-7698-32-6 JCLIC A PLATFORM TO DEVELOP MULTIMEDIA MATERIAL JCLIC A PLATFORM TO DEVELOP MULTIMEDIA MATERIAL Abstract Bianca Socorro García Mendoza Eduardo Almeida del Castillo Tecnológico de Estudios Superiores de Ecatepec Facultad de Estudios Superiores Acatlàn,

More information

1.- NAME OF THE SUBJECT 2.- KEY OF MATTER. None 3.- PREREQUISITES. None 4.- SERIALIZATION. Particular compulsory 5.- TRAINING AREA.

1.- NAME OF THE SUBJECT 2.- KEY OF MATTER. None 3.- PREREQUISITES. None 4.- SERIALIZATION. Particular compulsory 5.- TRAINING AREA. UNIVERSIDAD DE GUADALAJARA CENTRO UNIVERSITARIO DE CIENCIAS ECONÓMICO ADMINISTRATIVAS MAESTRÍA EN ADMINISTRACIÓN DE NEGOCIOS 1.- NAME OF THE SUBJECT Selected Topics in Management 2.- KEY OF MATTER D0863

More information

ESCUELA SUPERIOR DE ECONOMIA Y ADMINISTRACION DE EMPRESAS. Course: Marketing

ESCUELA SUPERIOR DE ECONOMIA Y ADMINISTRACION DE EMPRESAS. Course: Marketing ESCUELA SUPERIOR DE ECONOMIA Y ADMINISTRACION DE EMPRESAS Course: Marketing Instructors: Alfredo Blousson - blousson@eseade.edu.ar Ricardo D. Bindi - r.bindi@agrositio.com Time Frame: Contact hours and

More information

Course Description 2015/2016

Course Description 2015/2016 Course Description 2015/2016 Business strategy Master in Business Administration (MBA) Official Title On-Campus Learning Index Business strategy... 3 Brief Description... 3 Prerequisites... 3 Goals...

More information

Sage ERP X3 Standard Edition

Sage ERP X3 Standard Edition Sage ERP X3 Standard Edition The new ERP by Sage Sage ERP X3 : 2 ediciones Sage ERP X3 Premium Édition Standard Édition > Dedicado a la mitad de las compañias del mercado > La mejor respuesta a lo que

More information

UNIVERSITY OF LA VERNE COLLEGE OF LAW. NEGOTIATION EVENING CLASS (Law 550, Section 2)

UNIVERSITY OF LA VERNE COLLEGE OF LAW. NEGOTIATION EVENING CLASS (Law 550, Section 2) UNIVERSITY OF LA VERNE COLLEGE OF LAW NEGOTIATION EVENING CLASS (Law 550, Section 2) Spring 2016 Syllabus Professor Charles H. Smith Tuesdays, 6:30-8:30 p.m. (2 units) Room TBA I. PROFESSOR SMITH S CONTACT

More information

Negotiation Tactics and Strategies for Women Scientists

Negotiation Tactics and Strategies for Women Scientists Negotiation Tactics and Strategies for Women Scientists Presented at the Second Workshop on Survival Skills for Successful Women Physicists American Physical Society Montreal, Canada March 21, 2004 Geralyn

More information

LEARNING MASTERS. Explore the Northeast

LEARNING MASTERS. Explore the Northeast LEARNING MASTERS Explore the Northeast Explore the Northeast BUILD BACKGROUND Reading Expeditions: Language, Literacy & Vocabulary Five Regions Map Use the information on page 4 of Explore the Northeast

More information

Adaptación de MoProSoft para la producción de software en instituciones académicas

Adaptación de MoProSoft para la producción de software en instituciones académicas Adaptación de MoProSoft para la producción de software en instituciones académicas Adaptation of MoProSoft for software production in academic institutions Gabriela Alejandra Martínez Cárdenas Instituto

More information

ENVIRONMENT: Collaborative Learning Environment

ENVIRONMENT: Collaborative Learning Environment Guía Integrada de Actividades Contexto de la estrategia de aprendizaje a desarrollar en el curso: The activity focuses on the Task Based Language Learning (TBLL). The task is used by the student in order

More information

Michaerlys Marreo-Oviedo Universidad Central Marta Abreu de Las Villas Santa Clara, Villa Clara, Cuba E-mail: michaerlys@uclv.edu.

Michaerlys Marreo-Oviedo Universidad Central Marta Abreu de Las Villas Santa Clara, Villa Clara, Cuba E-mail: michaerlys@uclv.edu. EVALUATION OF MANAGEMENT CONTROL SYSTEMS IN TACTICAL- OPERATIONAL LEVELS: AHP APPLICATION Alina Díaz-Curbelo Universidad Central Marta Abreu de Las Villas Santa Clara, Villa Clara, Cuba E-mail: alinadc@uclv.edu.cu

More information

jchun17@mail.gsb.columbia.edu Objectives and Overview:

jchun17@mail.gsb.columbia.edu Objectives and Overview: Managerial Negotiations B8510 Spring 2014 Professor: Crystal Reeck Meeting Room: Uris Hall 333 7-L Uris Hall Wednesdays 9 am 12:15 pm (Section 7) crystal.reeck@columbia.edu Wednesdays 2:15 5:30 pm (Section

More information

Psychology & Business. Degree/study: Bachelor degree in ADE, Economics, Business Sciences-Management, and International Business Economics

Psychology & Business. Degree/study: Bachelor degree in ADE, Economics, Business Sciences-Management, and International Business Economics Psychology & Business Degree/study: Bachelor degree in ADE, Economics, Business Sciences-Management, and International Business Economics Year of study: 3 rd and 4 th year Trimester: 2 ECTS Credits: 5

More information

to Yes: Negotiating Agreements Without Giving In, which is widely

to Yes: Negotiating Agreements Without Giving In, which is widely Course Summary George Mason University School of Law Law 303 Negotiation & Legal Settlement - Professor Loyola Spring 2016 - Monday 7:00-9:40pm Summary Syllabus and Course Survey The required text for

More information

220514 - Supply Chain Management

220514 - Supply Chain Management Coordinating unit: 220 - ETSEIAT - Terrassa School of Industrial and Aeronautical Engineering Teaching unit: 732 - OE - Department of Management Academic year: Degree: 2015 MASTER'S DEGREE IN MANAGEMENT

More information

Sales Management Main Features

Sales Management Main Features Sales Management Main Features Optional Subject (4 th Businesss Administration) Second Semester 4,5 ECTS Language: English Professor: Noelia Sánchez Casado e-mail: noelia.sanchez@upct.es Objectives Description

More information

n The ACA Online Library is a member s only benefit. You can join today via the web: counseling.org and via the phone: 800-347-6647 x222.

n The ACA Online Library is a member s only benefit. You can join today via the web: counseling.org and via the phone: 800-347-6647 x222. VISTAS Online VISTAS Online is an innovative publication produced for the American Counseling Association by Dr. Garry R. Walz and Dr. Jeanne C. Bleuer of Counseling Outfitters, LLC. Its purpose is to

More information

Varieties of Governance: Effective Public Service Delivery Workshop September, 2011 Paris, France. Cecilia Llambi...

Varieties of Governance: Effective Public Service Delivery Workshop September, 2011 Paris, France. Cecilia Llambi... Varieties of Governance: Effective Public Service Delivery Workshop September, 2011 Paris, France Cecilia Llambi... Outline of presentation Main objectives and hypothesis of the research Educational governance

More information

Governors State University College of Arts & Sciences Communications Program

Governors State University College of Arts & Sciences Communications Program Governors State University College of Arts & Sciences Communications Program Syllabus Course Title: Negotiation Skills COMS 509A Instructor: Marilyn Yirku, MA, LCPC Office Location: E-2560 Office Phone:

More information

Consejo Regulador del Mezcal

Consejo Regulador del Mezcal Consejo Regulador del Mezcal Consejo Mexicano Regulador de la Calidad del Mezcal P R E S I D E N C I A CIRCULAR # 56 Oaxaca de Juárez, Oaxaca, México 1 de Abril de 2015. A TODOS NUESTROS ASOCIADOS Como

More information

Formation in cyberspace: concepts, models and methodologies in the Latino/Hispanic context Dra. Omayra Caraballo Pagán May 31, 2013

Formation in cyberspace: concepts, models and methodologies in the Latino/Hispanic context Dra. Omayra Caraballo Pagán May 31, 2013 Formation in cyberspace: concepts, models and methodologies in the Latino/Hispanic context Dra. Omayra Caraballo Pagán May 31, 2013 E-Formation 2013 Virginia Theological Seminary Alexandria, VA Technology

More information

UNIVERSITY OF PENNSYLVANIA THE WHARTON SCHOOL DEPARTMENT OF LEGAL STUDIES & BUSINESS ETHICS LGST 206 407 OPIM 291-407 MGMT 291-407

UNIVERSITY OF PENNSYLVANIA THE WHARTON SCHOOL DEPARTMENT OF LEGAL STUDIES & BUSINESS ETHICS LGST 206 407 OPIM 291-407 MGMT 291-407 UNIVERSITY OF PENNSYLVANIA THE WHARTON SCHOOL DEPARTMENT OF LEGAL STUDIES & BUSINESS ETHICS LGST 206 407 OPIM 291-407 MGMT 291-407 Fall 2015 Wednesdays 3:00 PM 6:00 PM NEGOTIATION AND CONFLICT RESOLUTION

More information

Justice Institute of British Columbia COURSE OUTLINE. Negotiation Skills Level I

Justice Institute of British Columbia COURSE OUTLINE. Negotiation Skills Level I Course Outline, Page 1 of 5 Justice Institute of British Columbia COURSE OUTLINE Course Code: Course Title: Prerequisite Courses: School: Division/Academy/Centre: CCR170 Negotiation Skills Level I CCR100

More information

240EI032 - Human Resources Management

240EI032 - Human Resources Management Coordinating unit: Teaching unit: Academic year: Degree: ECTS credits: 2015 240 - ETSEIB - Barcelona School of Industrial Engineering 732 - OE - Department of Management MASTER'S DEGREE IN MATERIALS SCIENCE

More information

How to succed a negotiation and keep the relationship?

How to succed a negotiation and keep the relationship? How to succed a negotiation and keep the relationship? 20th August 2014 1. Introduction 2. The CLOUD approach 3. A case 4. Workshop 5. Feedback Time-Structuring Introduction human needs how people spend

More information

En esta guía se encuentran los cursos que se recomiendan los participantes en la implementación de un SGEn en dependencias del Gobierno Federal.

En esta guía se encuentran los cursos que se recomiendan los participantes en la implementación de un SGEn en dependencias del Gobierno Federal. En esta guía se encuentran los cursos que se recomiendan los participantes en la implementación de un SGEn en dependencias del Gobierno Federal. Las lecciones se agrupan en 5 cursos dirigidos cada participante

More information

LINIO COLOMBIA. Starting-Up & Leading E-Commerce. www.linio.com.co. Luca Ranaldi, CEO. Pedro Freire, VP Marketing and Business Development

LINIO COLOMBIA. Starting-Up & Leading E-Commerce. www.linio.com.co. Luca Ranaldi, CEO. Pedro Freire, VP Marketing and Business Development LINIO COLOMBIA Starting-Up & Leading E-Commerce Luca Ranaldi, CEO Pedro Freire, VP Marketing and Business Development 22 de Agosto 2013 www.linio.com.co QUÉ ES LINIO? Linio es la tienda online #1 en Colombia

More information

INTERCULTURAL BUSINESS CHALLENGES IN CHILE AND LATIN AMERICA

INTERCULTURAL BUSINESS CHALLENGES IN CHILE AND LATIN AMERICA INTERCULTURAL BUSINESS CHALLENGES IN CHILE AND LATIN AMERICA PROFESSOR DIEGO MORA HERNANDEZ PROFESSOR E-MAIL diegomora@mi.cl TIME SLOTS 4 @ 3 hrs/each ROOM I. GENERAL OBJECTIVE The fundamental goal of

More information

Examining feedback sessions in pre-service teachers practicum courses

Examining feedback sessions in pre-service teachers practicum courses MEMORIAS DEL III FORO NACIONAL DE ESTUDIOS EN LENGUAS (FONAEL 00) ISBN 98-968-908-- Examining feedback sessions in pre-service teachers practicum courses Maria Esther Lemus Pia Maria White Martha Fonseca

More information

240EO036 - Business Project Management

240EO036 - Business Project Management Coordinating unit: 240 - ETSEIB - Barcelona School of Industrial Engineering Teaching unit: 736 - PE - Department of Engineering Design Academic year: Degree: 2015 MASTER'S DEGREE IN MANAGEMENT ENGINEERING

More information

Environmental Negotiation Primer

Environmental Negotiation Primer June 2002 Page 1 of 6 Naval School, Civil Engineer Corps Officer (CECOS) Issue Discussion Whether you are negotiating the subtle, yet important, specific input and results of a human health risk assessment

More information

1313.- Grado en Administración y Dirección de Empresas, Mención Creación y Dirección de Empresas, Itinerario Emprendedores

1313.- Grado en Administración y Dirección de Empresas, Mención Creación y Dirección de Empresas, Itinerario Emprendedores Guía Docente 35802 Estrategia de Marketing / Marketing Strategy FICHA IDENTIFICATIVA Datos de la Asignatura Código 35802 Titulación Nombre Carácter Ciclo Curso 1313.- Grado en Administración y Dirección

More information

University Master Degree in Innovative Hospitality Management

University Master Degree in Innovative Hospitality Management University Master Degree in Innovative Hospitality Management Academic Year: 2015-2016 Teaching guide Area: Communication Skills Subject: Communication Skills Period: Semester 1 Lecturers: Ms. Iris Brouwer

More information

Bishop s University. Evaluation Weight Date Mid-term 20% Oct 27 OR Nov 3 Final Exam 30% TBA Group Case #1 (average of 2 25% Oct 20

Bishop s University. Evaluation Weight Date Mid-term 20% Oct 27 OR Nov 3 Final Exam 30% TBA Group Case #1 (average of 2 25% Oct 20 Bishop s University Course: BHR 221A Organizational Behavior Fall 2009 Professor: Lissa McRae Office: H-208 (extension 2373) Email: lmcrae@ubishops.ca Office hours: Monday & Wednesday 1:30 to 3:30 OBJECTIVES

More information

Instituto Cervantes - London

Instituto Cervantes - London Instituto Cervantes - London Would you like to learn Spanish in a Spanish environment? The Instituto Cervantes is the official place to learn Spanish in the world. In London we offer daytime and evening

More information

Business Information Management I (BIM I) Course Outline

Business Information Management I (BIM I) Course Outline Business Information Management I (BIM I) Course Outline Ms. Franco John F. Kennedy High School Room M-125 Business Information Management I (BIM I) Ms. Franco Class Description: Students implement personal

More information

UNIVERSIDAD DE GUADALAJARA

UNIVERSIDAD DE GUADALAJARA MAS CENTRO UNIVERSITARIO DE CIENCIAS ECONÓMICO ADMINISTRATIVAS TER BUSINESS ADMINISTRATION COURSE PROGRAM 1. - SUBJECT Human Capital 2. - SUBJECT CODE D0847 3. - PREREQUISITES None 4. - SERIATION None

More information

Fall 2008 USP 584/684 NEGOTIATION IN THE PUBLIC SECTOR URB 270 - Mondays, 5:30-9:10 p.m.

Fall 2008 USP 584/684 NEGOTIATION IN THE PUBLIC SECTOR URB 270 - Mondays, 5:30-9:10 p.m. Fall 2008 USP 584/684 NEGOTIATION IN THE PUBLIC SECTOR URB 270 - Mondays, 5:30-9:10 p.m. Professor Connie Ozawa Urban Center 370R; x 5-5126; ozawac@pdx.edu Office Hours: Tuesdays, 11:00-1:00 p.m., or by

More information

Negotiations & Conflict Resolution, Mgt 358 (4 Units)

Negotiations & Conflict Resolution, Mgt 358 (4 Units) Negotiations & Conflict Resolution, Mgt 358 (4 Units) May 19 July 9, 2008 Monday & Wednesday, 4:00 p.m. 7:00 p.m. Jerry L. Murase, Adjunct Professor (phone: 949-452-1840, ext. 240; e-mail: jerrymurase@netzero.net)

More information

WIN TIPS #1. Cómo asegurar el éxito de tu startup

WIN TIPS #1. Cómo asegurar el éxito de tu startup WIN TIPS #1 Cómo asegurar el éxito de tu startup AUTORES: Magdalena Peyroux is la actual CMO de GanaClientes.com. Cuenta con una dilatada experiencia como inbound marketer y ha dirigido las operaciones

More information

DOCUMENT RESUME ED 318 301 FL 800 119 AUTHOR EDRS PRICE DESCRIPTORS

DOCUMENT RESUME ED 318 301 FL 800 119 AUTHOR EDRS PRICE DESCRIPTORS DOCUMENT RESUME ED 318 301 FL 800 119 AUTHOR Spener, David TITLE Setting an Agenda for Study in Home-Based ESL r.lasses with Native Speakers of Spanish. PUB DATE 90 NOTE 7p. PUB TYPE Guides - Classroom

More information

Equity and Fixed Income

Equity and Fixed Income Equity and Fixed Income MÁSTER UNIVERSITARIO EN BANCA Y FINANZAS (Finance & Banking) Universidad de Alcalá Curso Académico 2015/16 GUÍA DOCENTE Nombre de la asignatura: Equity and Fixed Income Código:

More information

Introduction, Syllabus & General Information

Introduction, Syllabus & General Information April 2015 Introduction, Syllabus & General Information Skillful negotiation is an essential component of the legal aid and public interest law practitioner s toolkit. Through the Shriver Center s online

More information

International Negotiation and Business Communication ACADEMIC YEAR 2014-2015

International Negotiation and Business Communication ACADEMIC YEAR 2014-2015 International Negotiation and Business Communication ACADEMIC YEAR 2014-2015 Professor: Ezequiel Navarro Email: ezequiel.navarro@esci.bsm.upf.edu Office Hours: Mondays 8:30 to 9:30 Course Description The

More information

Negotiation Strategies for CLE Professionals

Negotiation Strategies for CLE Professionals Negotiation Strategies for CLE Professionals Presented By: Marty Latz Latz Negotiations Institute Scottsdale, Arizona Presented at: ACLEA 51 st Annual Meeting August 1-4, 2015 Chicago, Illinois Marty Latz

More information

Launch of. Transaction Agreement with

Launch of. Transaction Agreement with Launch of & Transaction Agreement with Note on Forward-Looking Statements This presentation may contain forward-looking statements regarding expected developments and expectations about future events.

More information

Green Project Management

Green Project Management Green Project Management Projects integrating Sustainable Methods Training Providing Project Managers with methods, tools, and techniques to execute Projects, Programs, and Portfolios using sustainable

More information

University of Southern California Marshall School of Business Administration Management and Organization Dept. MOR 469 -- NEGOTIATION and PERSUASION

University of Southern California Marshall School of Business Administration Management and Organization Dept. MOR 469 -- NEGOTIATION and PERSUASION University of Southern California Marshall School of Business Administration Management and Organization Dept. MOR 469 -- NEGOTIATION and PERSUASION Fall 2008 Tuesday Thursday 4:00 to 5:50 pm JKP 104 Professor:

More information

How to Write a CAP - The Integrated Design Approach Instructional Team

How to Write a CAP - The Integrated Design Approach Instructional Team Content, Assessment and Pedagogy Click to edit Master title style (CAP): An Integrated Design Approach Instructional Team: Ruth Streveler, Karl Smith & Rocío Chavela 2009 Workshop for The Committee for

More information

14.16 ENGLISH BUSINESS COMMUNICATION

14.16 ENGLISH BUSINESS COMMUNICATION 254 COURSE DESCRIPTIONS: ENGLISH BUSINESS COMMUNICATION 14.16 ENGLISH BUSINESS COMMUNICATION (6 cr) Lecturer, D.Sc., MBA Christa Uusi-Rauva Core course I, III Contact hours 42 h Assignments 118 h By the

More information

Ph.D. in Philosophy (History and Geography), Universidad Autónoma, Madrid, 1994

Ph.D. in Philosophy (History and Geography), Universidad Autónoma, Madrid, 1994 Juan Carlos Ocaña Head of the Bilingual Section IES Parque de Lisboa Alcorcón (Spain) E-mail: historiasiglo20@yahoo.es Web site: http://www.historiasiglo20.org ACADEMIC PREPARATION: Ph.D. in Philosophy

More information

UNIVERSITY OF PUERTO RICO RIO PIEDRAS CAMPUS COLLEGE OF HUMANITIES DEPARTMENT OF ENGLISH

UNIVERSITY OF PUERTO RICO RIO PIEDRAS CAMPUS COLLEGE OF HUMANITIES DEPARTMENT OF ENGLISH UNIVERSITY OF PUERTO RICO RIO PIEDRAS CAMPUS COLLEGE OF HUMANITIES DEPARTMENT OF ENGLISH Professor: Dr. Alicia Pousada [Office hours: LW-12:00-2:00 pm in Pedreira 4 and 4:30-6:00 pm in Pedreira 108, x2035

More information

PMBOK Guide 3 rd Edition Flow

PMBOK Guide 3 rd Edition Flow PMBOK Guide 3 rd Edition Flow Ricardo Viana Vargas, MSc, IPMA-B, PMP ricardo.vargas@macrosolutions.com.br Ricardo Viana Vargas, MSc, IPMA-B, PMP Ricardo Viana Vargas is a project, portfolio and risk management

More information

Academic year 2014-15. DEGREE CURRICULUM GENERATION AND DISTRIBUTION OF ENERGY Master in Industrial Engineering. Teaching staff: Jerome Barrau

Academic year 2014-15. DEGREE CURRICULUM GENERATION AND DISTRIBUTION OF ENERGY Master in Industrial Engineering. Teaching staff: Jerome Barrau Academic year 2014- DEGREE CURRICULUM GENERATION AND DISTRIBUTION OF ENERGY Master in Industrial Engineering Teaching staff: Jerome Barrau Subject's general information Subject name Typology GENERATION

More information

PROBLEM-BASED LEARNING IN MATERIALS AND MANUFACTURING ENGINEERING EDUCATION ACCORDING TO THE ITESM-2015

PROBLEM-BASED LEARNING IN MATERIALS AND MANUFACTURING ENGINEERING EDUCATION ACCORDING TO THE ITESM-2015 PROBLEM-BASED LEARNING IN MATERIALS AND MANUFACTURING ENGINEERING EDUCATION ACCORDING TO THE ITESM-2015 Eduardo Cárdenas Alemán, César Alberto Núñez López, Juan Oscar Molina Solís Monterrey Institute of

More information

Water resources management at the mining industry in Chile

Water resources management at the mining industry in Chile Water resources management at the mining industry in Chile Alejandra P. Acuña *, Reinaldo Peñailillo Environmental Group, Golder Associates S.A., Santiago, Chile, Project Engineer, 56-2 26162347, aacuna@golder.cl

More information

Public Sector Enterprises (Combined Use of IPSAS and IFRS) Marcia Maurer August 2, 2013

Public Sector Enterprises (Combined Use of IPSAS and IFRS) Marcia Maurer August 2, 2013 Public Sector Enterprises (Combined Use of IPSAS and IFRS) Marcia Maurer August 2, 2013 PFM in Guatemala Changes in public expectations and pressures triggered the beginning of PFM reform in Guatemala.

More information

Govern IT! Possible ways for R+D+i on Computer and Management Sciences, together

Govern IT! Possible ways for R+D+i on Computer and Management Sciences, together Govern IT! Possible ways for R+D+i on Computer and Management Sciences, together Professor Carlos Juiz Universitat de les Illes Balears UIB, Spain Industrial experience Programmer TUI (1989-90), Systems

More information

820324 - GEEN - Energy Management

820324 - GEEN - Energy Management Coordinating unit: 820 - EUETIB - Barcelona College of Industrial Engineering Teaching unit: 709 - EE - Department of Electrical Engineering Academic year: Degree: 2015 BACHELOR'S DEGREE IN ENERGY ENGINEERING

More information

240EI532 - Human Resources

240EI532 - Human Resources Coordinating unit: Teaching unit: Academic year: Degree: ECTS credits: 2016 240 - ETSEIB - Barcelona School of Industrial Engineering 732 - OE - Department of Management MASTER'S DEGREE IN INDUSTRIAL ENGINEERING

More information

The course is designed to be applicable, either if the student develops its career in a large enterprise, a SME, or builds its own start up.

The course is designed to be applicable, either if the student develops its career in a large enterprise, a SME, or builds its own start up. TEACHING PLAN FOR INFORMATION SYSTEMS 1. Basic description Name of the course: Information Systems Academic year: 2013-2014 Term: 1st Degree / Course: Bachelor s Degree in International Business and Marketing

More information

Encuesta de Expectativas Económicas al Panel de Analistas Privados

Encuesta de Expectativas Económicas al Panel de Analistas Privados Encuesta de Expectativas Económicas al Panel de Analistas Privados ECONOMIC EXPECTATIONS SURVEY TO THE PANEL OF PRIVATE ANALYSTS - EEE (For its acronym in Spanish) - JUNE 2011 The Economic Expectations

More information

Presente Continuo con idea de futuro

Presente Continuo con idea de futuro Tema 10 Presente Continuo con idea de futuro Usaremos el presente continuo con valor de futuro para planes que ya se han organizado o planes fijos. Esto es muy importante para que puedas distinguirlo del

More information

Univision s Es El Momento Campaign

Univision s Es El Momento Campaign Univision s Es El Momento Campaign NALEO National Summit on the State of Latino Education Luncheon Keynote Address Tuesday, October 1, 2013 Ivelisse Estrada, Senior Vice President of Corporate and Community

More information

Teaching guide for the course: FINANCIAL ACCOUNTING I

Teaching guide for the course: FINANCIAL ACCOUNTING I Teaching guide for the course: FINANCIAL ACCOUNTING I Degree program: Degree in Business Administration and Management Course 2012 2013 0 Teaching Guide 1. Information about the course Name Subject Module

More information

Enter Here ->> Superar la depresionantidepresivos

Enter Here ->> Superar la depresionantidepresivos Medicamentos para la depresion de venta libre, sin farmacos. Enter Here ->> Superar la depresionantidepresivos naturales-medicamentos > Click Now < SOME TAGS: Que pastillas me recomiendan para la depresion,

More information

BACHELOR S DEGREE IN BUSINESS ADMINISTRATION

BACHELOR S DEGREE IN BUSINESS ADMINISTRATION School of Economics and Business BACHELOR S DEGREE IN BUSINESS ADMINISTRATION Subject Module Character Credits 6 Management Accounting Cross Sectional Formation Compulsory Code 802276 Area Attendance 3

More information

MBA Exit Survey. Managing Human Resources and Behavior. 1 2 3 4 5 Strongly Disagree Disagree Neither Agree or Disagree Agree Strongly Agree

MBA Exit Survey. Managing Human Resources and Behavior. 1 2 3 4 5 Strongly Disagree Disagree Neither Agree or Disagree Agree Strongly Agree MBA Exit Survey To improve the experiences of Haworth College of Business students, we are asking all MBA students who are near graduation to complete this survey. We greatly value your input and request

More information

Javier Santibáñez*, Leire Alcañiz* y Fernando Gómez-Bezares*

Javier Santibáñez*, Leire Alcañiz* y Fernando Gómez-Bezares* 6 Javier Santibáñez*, Leire Alcañiz* y Fernando Gómez-Bezares* Cost of funds on the basis of Modigliani and Miller and CAPM propositions: a revision Coste de los fondos bajo las hipótesis de Modiagliani

More information

The Program for Infant/Toddler Care Price List and Order Form

The Program for Infant/Toddler Care Price List and Order Form The Program for Infant/Toddler Care Price List and Order Form Updated 12/2014 MODULE I Social Emotional Growth and Socialization First Moves: Welcoming a Child to a New Caregiving Setting Flexible, Fearful,

More information

YOUTUBE. Sharing Videos

YOUTUBE. Sharing Videos YOUTUBE Uploading videos on Youtube and share them into ED3P platform. YOUTUBE Sharing Videos Avda. Matta 43 Coquimbo Chile Tel/Fax (56 51) 323 800-325 488 www.ed3p.cl Youtube Manual - Pág. 1/12 MANUAL

More information

PROGRAMME. 04:30-05:45pm (Bilingual) Presentation on Effective Bilingual Programs.

PROGRAMME. 04:30-05:45pm (Bilingual) Presentation on Effective Bilingual Programs. PROGRAMME THURSDAY, 19 th MARCH. International Conference for Educational Leaders 04:00 pm Registration 04:30-05:45pm (Bilingual) Presentation on Effective Bilingual Programs. 04:30-05:00 Introduction

More information

Effect of TeenSTAR, an abstinence-only sexual education program on adolescent sexual behaviour.

Effect of TeenSTAR, an abstinence-only sexual education program on adolescent sexual behaviour. Effect of TeenSTAR, an abstinence-only sexual education program on adolescent sexual behaviour. Pilar Vigil, MD., PhD. 1, Rosa Riquelme 1, Rosario Rivadeneira, MD 1, Hanna Klaus, MD 2 1 TeenSTAR Program

More information

Information and Application for Admission

Information and Application for Admission Information and Application for Admission CAMPUS LAREDO TEXAS 4519 East Del Mar Boulevard Laredo, TX 78041 ICM Campus P.O Box 450707 Laredo, TX 78045 www.centrodeartesymusica.com contactocentrodeartesymusica.com

More information

CURSO DE POSTGRADO WRITTEN AND ORAL COMMUNICATION SKILLS IN SCIENTIFIC ENGLISH

CURSO DE POSTGRADO WRITTEN AND ORAL COMMUNICATION SKILLS IN SCIENTIFIC ENGLISH UNIVERSIDAD DE CHILE FACULTAD DE MEDICINA ESCUELA DE POSTGRADO CURSO DE POSTGRADO WRITTEN AND ORAL COMMUNICATION SKILLS IN SCIENTIFIC ENGLISH N o m b r e C u r s o SEMESTRE 1º AÑO 015 PROF. ENCARGADO COORDINADOR

More information

STAFF REPORT. MEETING DATE: January 16, 2014 AGENDA ITEM: 8

STAFF REPORT. MEETING DATE: January 16, 2014 AGENDA ITEM: 8 STAFF REPORT SUBJECT: Unmet Transit Needs MEETING DATE: January 16, 2014 AGENDA ITEM: 8 STAFF CONTACT: Andrew Orfila RECOMMENDATION: Hold hearing and receive public input on unmet transit needs in Santa

More information

Ewan Simpson, Ph.D. MGT5212 Decision Making COURSE GUIDE AND SYLLABUS. Ewan Simpson, PhD, Associate Professor of Management

Ewan Simpson, Ph.D. MGT5212 Decision Making COURSE GUIDE AND SYLLABUS. Ewan Simpson, PhD, Associate Professor of Management 1 Ewan Simpson, Ph.D. Ewan Simpson, Ph.D. MGT5212 Decision Making COURSE GUIDE AND SYLLABUS Ewan Simpson, PhD, Associate Professor of Management Masters in Business Administration (MBA) Bang College of

More information

NEBO SCHOOL DISTRICT Programs and Information WINTER 2007

NEBO SCHOOL DISTRICT Programs and Information WINTER 2007 The following communities offer Community School Classes through Nebo School District. You may obtain additional information regarding classes being offered in any of these communities by calling your

More information

Distance Learning: Does it work for wildlife Rehabilitation?

Distance Learning: Does it work for wildlife Rehabilitation? Distance Learning: Does it work for wildlife Rehabilitation? Greg Gordon Dept. of Science and Biotechnology Victoria University This workshop will consider the effectiveness of delivering accredited training

More information

Leadership in Project Management

Leadership in Project Management P.O. Box 27009 Washington DC. 20038 United States info@pm4dev.com Leadership in Project Management Leadership skills are perhaps the greatest determinant of project success. Project managers must demonstrate

More information

San Francisco Xavier Business School

San Francisco Xavier Business School San Francisco Xavier Business School Sharing information on progress (SIP) 2014-2015 Javier Ismodes Talavera Executive Director San Francisco Xavier Business School jismodes@sfx.edu.pe www.sfx.edu.pe The

More information