Universitat Internacional de Catalunya

Negotiation Tactics

Negotiation Tactics
Second semester
Main language of instruction: Spanish

Other languages of instruction: Catalan, English,

Teaching staff

The teacher will attend the student when he/she asks for it, via meeting to be agreed by sending a prior written petition to the following e-mail address: tdiciommo@uic.es.


Negotiation Skills subject will be taught to the students of UIC in Spanish or English, and consist in explaining the contents and proceedings of a negotiation process and the skills that have to be used in a negotiation.

Pre-course requirements

Not required


The purposes of the Negotiation Skills subject are the following: (i) to stimulate the students to read and write in English Law; and (ii) give the content and ways to negotiate, using material according with the Spanish Law, but the techniques applied in the U.S.


  • 05 - To be able to develop skills for group work
  • 24 - To acquire the skills to resolve problems and make decisions using relevant information and by applying correct methods while placing the issue within a legal system context
  • 27 - To skillfully use terminology and linguistic structures in English related to Law
  • 28 - To be able to read and understand bibliography and other legal texts in English

Learning outcomes

1. To have the basic of good public speaking and negotiation; basic for a correct use of documentation in the world of Law (Basics for good speaking and negotiation; basics on using documentation correctly in the world of law).   

2. There will be acquired skills for teamwork.


Types of negotiation

Four key concepts of negotiation.

Preparing to negotiate.

Table tactics.

Frequent asked tactical questions.

Barriers to achieve an agreement.

Mental errors to be avoided.

When relationships matter in a negotiation.

Negotiating for other people (or on behalf of other people).

Negotiation skills.

Teaching and learning activities

In person



Classroom activities in order to follow up on students (both individual and in a group)
05 24
Student can study and work independently
27 28
Presenting concepts and their practical application in the classroom

Evaluation systems and criteria

In person

The final mark of the subject will be the result of a weighted average between the final exam and continuous assessment note:


(i) Exercises will be delivered to the pupils or posted at the website of the University. The exercise will have to be prepared at home and discussed during the class. Every single pupil will have to deliver the exercises in writing (Word). This first part of the examination will mean the 60% of the final mark. However, if a pupil fails to deliver two or more exercises in writing, it will mean that said pupil will fail Negotiation Skills subject.

(ii) The final exam will consist in a test exam, based on the book titled “Negotiation”, published by Harvard Business School (USA) in 2003. This second part of the examination will mean the other 40% of the final mark.


This evaluation system will be taken into account on the second call.






Bibliography and resources

The subject of negotiation skills will be based on the book titled “Negotiation”, published by Harvard Business School (USA) in 2003, available at the library of the University.

However, we could also recommend the following:


(i) “The Essentials of Negotiation”, Harvard Business School Press (USA), 2005. This is a book to extend the knowledge of the subject, and highly recommended as well, also available at the library of the University.

(ii) POWELL, Mark, “International Negotiations”, Cambridge Business Skills, UK, 2012.