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Negotiations
Tourism & Hospitality Management Program
Barcelona, Spain
Dates: early Jan 2026 - mid May 2026
Negotiations
OVERVIEW
CEA CAPA Partner Institution: CEA CAPA Barcelona Center
Location: Barcelona, Spain
Primary Subject Area: Business
Instruction in: English
Course Code: BUS355BCN
Transcript Source: University of New Haven
Course Details: Level 300
Recommended Semester Credits: 3
Contact Hours: 45
Prerequisites: None
DESCRIPTION
In this course, you will learn how to attain your goals by trying out a variety of verbal and nonverbal persuasion techniques for negotiations.
First, you will discover your personal bargaining style. Subsequently, you will learn a variety of negotiation tactics, including "dirty tricks" of psychological manipulation, you will learn how to read people, how to detect lying, and how to influence others and gain power. We will then shift our focus to difficult negotiation situations, such as crisis, high-stake conflict, cross-cultural clash, and eventually "bargaining with the devil"
Throughout the course, you will be role playing with your classmates in a variety of negotiation scenarios: with different stakes, different pace, and with different parties (your boss, co-workers, customers, competitors, investors, friends, and spouses). You will not only experience diverse negotiation situations firsthand in the classroom, but you will also learn how to analyze your performance and you will receive constructive feedback. In-class creative tasks will help you learn how to read people, develop effective communication skills and design a negotiation strategy to reach a successful outcome. At the end of the course, you will have an opportunity to test your newly acquired skills with a guest master negotiator.
Upon completion of the course, you should be able to orchestrate successful social interactions in any communication context, not only in negotiations.
First, you will discover your personal bargaining style. Subsequently, you will learn a variety of negotiation tactics, including "dirty tricks" of psychological manipulation, you will learn how to read people, how to detect lying, and how to influence others and gain power. We will then shift our focus to difficult negotiation situations, such as crisis, high-stake conflict, cross-cultural clash, and eventually "bargaining with the devil"
Throughout the course, you will be role playing with your classmates in a variety of negotiation scenarios: with different stakes, different pace, and with different parties (your boss, co-workers, customers, competitors, investors, friends, and spouses). You will not only experience diverse negotiation situations firsthand in the classroom, but you will also learn how to analyze your performance and you will receive constructive feedback. In-class creative tasks will help you learn how to read people, develop effective communication skills and design a negotiation strategy to reach a successful outcome. At the end of the course, you will have an opportunity to test your newly acquired skills with a guest master negotiator.
Upon completion of the course, you should be able to orchestrate successful social interactions in any communication context, not only in negotiations.