This course has inherently practical connotations, since the objective is to allow students to know and develop negotiation skills in business practice, whether handling business transactions or issues related to their staff, such as promotions, transfers, etc.
From the first session of the course it is indicated that the behavior of a succesful negotiator is governed by ethics and from that concept, the proposals discussed are framed on these principles. The course does not include a negotiation that is raised specifically around an ethical dilemma, but explores a case of negotiation to decide the opening or closure of a mining company and among the factors to be evaluated by company and union representatives, the ethical dilemma is a constant, because if a solution is not adopted under a Win Win scheme, the social responsibility to create jobs will not be satisfied.




