The Specialization in Negotiation develops in the student the ability to plan and carry out negotiation processes that generate value for the parties, as well as the ability to constructively address problems arising from human interactions; both at the internal level of the organization, as well as its interest groups.
Objectives
Comprender el problema, el contexto y las posibles consecuencias de la negociación para diseñar y aplicar estrategias con una perspectiva ética y de largo plazo.
Reconocer aspectos de la persona y de su relación con otros que pueden potenciar o limitar las propias capacidades negociadoras.
Identificar y aplicará las formas de comunicación efectiva en los procesos de negociación.
Applicant Profile
Professionals with a minimum of two years of work experience, with a high motivation to strengthen their own capacities and competencies to face challenges and achieve goals by leading negotiation processes in different areas of an organization and with different actors (clients, suppliers, work teams, internal clients, shareholders, peers, subordinates, support areas, other organizations, communities).
Study Plan
The Specialization in Negotiation is offered part-time for one year, during which 10 subjects are taught in total, structured in five study cycles respectively. Each of these cycles lasts 8 weeks. For the purposes of academic load, the ratio of contact hours vs. individual student work hours is 1 to 2.4.
Model Program
First Semester
| ENEG-5001 | Teoría y estrategias de negociación | 1.5 |
| ENEG-5002 | Teoría organizacional | 1.5 |
| ENEG-5012 | Taller de convivencia organizacional I | 0.5 |
| Total Credit Hours: | 3.5 |
Second Semester
| ENEG-5003 | Comunicación efectiva | 1.5 |
| ENEG-5004 | Comportamiento organizacional | 1.5 |
| Total Credit Hours: | 3 |
Third Semester
| ENEG-5005 | Negociación multilateral y equipos negociadores | 1.5 |
| ENEG-5006 | Teoría y análisis de conflictos | 1.5 |
| ENEG-5007 | Mediación | 1.5 |
| Total Credit Hours: | 4.5 |
Fourth Semester
| ENEG-5008 | Mecanismos legales de negociación | 1.5 |
| ENEG-5009 | Mecanismos de manejo de conflictos en las organizaciones | 1.5 |
| Total Credit Hours: | 3 |
Fifth Semester
| ENEG-5010 | Negociación internacional e intercultural | 1.5 |
| ENEG-5011 | Alianzas y negociación con grupos de interés | 1.5 |
| ENEG-5013 | Taller de convivencia organizacional | 0.5 |
| Total Credit Hours: | 3.5 |
Alumni Profile
Our graduates are characterized by being reflective people who are able to understand the problems, the context and the actors of the organization , to negotiate strategically, optimizing resources and results within an ethical , creative perspective and building long-term relationships.
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