by Roger Dawson, focusing on how to sell effectively through negotiation. COMMUNICATION (MAPA, Ist year of study, 2nd semester)
Steps in building up the negotiation strategy. International negotiation - art and science. Seminar. Training of listening skills. Arta de a negocia
"Arta de a negocia" (The Art of Negotiation) is a multifaceted discipline that combines psychological intuition, strategic preparation, and effective communication to reach mutually beneficial agreements. While often associated with business, its principles apply to diplomacy, sales, and daily social interactions. Core Pillars of Negotiation by Roger Dawson, focusing on how to sell
: Success requires a mix of native and developed traits, including intuition , empathy , patience , and persuasion . Seminar
: Negotiation begins with internal study. According to Bill Scott (1996) , a negotiator must first understand their own nature and objectives before assessing the partner's presumed goals.
Modern negotiation methodologies emphasize moving away from simple "haggling" toward structured strategies: