Negotiating Skills. Course material, exercises, case studies and subjects offered to negotiate

TECHNIQUES FOR Negotiation Manual – Support of cours, exercices, Etudes de cas et sujets proposes negotiations, whose original title is in French is addressed, in particular, to students in third year, the license cycle, of the Faculty of Business Administration taught in foreign languages, French section.
The manual is structured in two parts, one and one practical. In the first part is discussed, in six themes, issues related to definition, characterization, principles of negotiation, the organization stages of negotiations, the specific elements of negotiating within an organization, features a negotiation between two or more groups and characteristics of intercultural negotiation. Within each type of negotiation is presented and specific techniques. The second part, intended as a practical application thereof, including exercises, case studies and proposed topics for students to organize their own negotiations. Not all practical applications have data solutions, and where they exist, are to be discussed.
The handbook is an "Introduction" general, each section is preceded by a brief presentation ( "Argument").
Bibliography of the final, but not exhaustive, includes works considered basic in the study of the negotiations.