Centres and Chairs
Back"Life is negotiation”. We’ve all been negotiating for as long as we can remember. Resolving disputes and transactions, compromising between those who present conflicting standpoints or divergent aspirations, the construction of agreements and rules that allow us to live together, these and other forms of negotiation are so present in the day-to-day life of any society that we tend not to appreciate the importance that negotiation has in our lives and, in particular, in our professional activities.
To negotiate is within all of our abilities, but to negotiate well is a rare skill that may only be acquired through specific training and substantial practice. In a number of business schools across the world we have come to realise that deficient training in negotiation techniques is one of the most common sources of problems in a company. From mergers to workers’ contract termination and so on; these are all negotiation processes which are all too often undertaken without the adequate preparation and experience required.
Fully aware of this need, the IE Centre for Negotiation and Mediation’s mission is professional business management training in skills and techniques for negotiation and mediation. Furthermore, the Centre’s ultimate goal is the study and research of the process of negotiation in all its forms, in order to formulate and apply its own unique practical method of negotiation which would serve as a basis for its work in training.
In addition, the Centre for Negotiation and Mediation has taken steps to publicise its conceptual and methodological studies through a series of manuals edited by the teacher Mercedes Costa, of which to date two have been published:
- “Negociar para CON-vencer”, published in 2004 by members of the Centre’s teaching staff, Mercedes Costa, Pilar Galeote and Mariana Segura, and which clearly illustrates, stage by stage, a rigorous and pragmatic methodological approach to the process of negotiation.
- “Negociar para CON-seguir”, from 2011, in which its authors Mercedes Costa and Mariana Segura provide an in-depth exploration of the key features of “negotiation wisdom”: motivational investigation, cooperative competition, creativity, persuasion and opening up to intercultural differences.
Activities
The Center carries out its activities in the following areas:
Instruction in the coursework of the Masters Degree Programs and Postgraduate Courses offered by Instituto de Empresa.
- Executive Education. Throughout the year, the Center conducts various workshops and courses open to all professionals who would like to learn the Techniques and Method of Negotiation in order to apply them in their work.
- In-Company Training Courses tailored to the client’s needs. The duration of these courses varies in accordance with the client’s specific training requirements.
- On-Line Training Courses intended for those who wish to take the program on-line and maintain contact with the professors by means of various forums, threaded discussions and e-mail.
- Organisation and participation in various activities, conferences and forums related to negotiation.
- Development and translation of various practical cases to be used in accordance with the profile of the professionals for whom the program is intended.
- The preparation and translation of case studies for use on IE programmes. Cinematographic studies and analyses of films that feature conflict management and negotiation issues.
- Contact
Prof. Mercedes Costa García
Director
Merche.Costa@ie.edu
Prof. Pilar Galeote
Associate Director
Pilar.Galeote@ie.edu
http://pilar.galeote.profesores.ie.edu
Prof. Mariana Segura
Professor
Mariana.Segura@ie.edu-
Instituto de Empresa
Serrano, 118, Bajo Derecha.
28006 Madrid
Ph.: +34 91 782 00 40
Fax: +34 91 564 07 11 centronegociacion.ie.edu
- Location
- Directions
- Offices
- Departments
IE. María de Molina, 11. 28006 Madrid, Spain. Ph. +34 91 568 96 00. info@ie.edu - Legal advice
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