Learning Outcomes

At the end of the unit students will:

• Have a greater awareness of their behavior in negotiation in different contexts;
• Have a practical knowledge of interest-based negotiation applied to international commercial issues;
• Be able to decide, based on a rational and informed choice, using a range of available tools, the best method for resolving a conflict;
• Increase the ability to create options and adequate responses to a variety of both legal and interpersonal contexts;
• Recognize and reflect on the ethical issues of a negotiation;
• Collaborate and communicate in an efficient , effective , adequate and persuasively manner;
• Reflect and assess their own capacity and performance in order to continue the personal and professional development.

This course will also include an ongoing internal competition between the students attending, in order to select the team that will represent Católica Law School at the International ICC Mediation competition in Paris, at the beginning of February.

Syllabus

1. Preliminary negotiation ‐ objectives of the negotiation, advantages of negotiation that specific matter, which points am I ready to compromise;
2. Develop an effective preparation process ‐ The seven elements of Harvard;
3. Negotiation Plan ‐ Decision tree under negotiation, evaluation of different options;
4. Think strategically about negotiation ‐ reaching the expected results, performance modes, dealing with obstacles, negative attitudes and management of emotions;
5. Revisiting the elements of a good outcome ‐ The notion of value in negotiation ‐ how to find, create and maximize it;
6. Examine the role of power in the negotiation ‐ Types of power, anchors, power by interests;
7. Cultural differences ‐ Identification and strategically dealing with them;
8. Lawyers in negotiations ‐ relationship with the client, the client's preparation for negotiation, strategy definition and roles of each stakeholder;
9. Using the Mediator in International Commercial Negotiations.