In Negotiation techniques, in addition to the exposition of the topics related above, a series of practices will be carried out, aimed at transferring the exposed theory to action. The dynamics will be both in relation to negotiation cases (from the simplest to the most complex as the course progresses) as well as communication and teamwork exercises.

The negotiation role play’s will take place in the last part of the class. All groups must complete a template with the agreement (negotiation) reached (if it has been so). At the end of the class the students will make a general assessment of the dynamics and in the next class, at the beginning, it will be detailed (through some powerpoint slides) how the agreements were (aspects to improve, difficulties encountered, different approaches, ... ).

As basic competences, the subject intends for the student to know and practice negotiation techniques from a 360-degree vision, so that fundamental aspects of this field are addressed. In particular, the preparation of the negotiation, the initial approach, the way to reach agreements, how to approach complete negotiations and how to close agreements will be emphasized.

As transversal competences, students must be able to analyze practical cases of negotiation, synthesize relevant information, be able to work efficiently as a team, stage negotiation simulations, manage stress and be able to adequately manage their emotions.

In Debating and persuasive communication, the sessions will have a theoretical content and a practical development. Different exercises must be prepared and carried out in class to assimilate the oratory resources and progressively improve oral presentation techniques.

When it comes to Negotiation techniques, the evaluation of the subject will take into account the active participation of the student during classes, individual and group practical exercises. Therefore, the proactivity of the student and their participation in all the exercises will be valued.

There will be a written test on the last day of class, with theoretical and practical aspects, which will represent 80% of the final grade. This test will consist of two parts:

- Watching a video about negotiation with 5 questions about the theory seen in class and how it is applied in the scenes that are projected.

- 3 theoretical questions in which the student, in addition to demonstrating theoretical knowledge of the issues raised, must give examples and interrelate various variables in the field of negotiation.

The remaining 20% of the course grade will be obtained if the final negotiation practice is successfully completed, which will involve all students in the same practical exercise. This practical exercise will occupy the entire session of the penultimate class of the course. It will consist of a negotiation with 6 groups. There will be common information on the subject to be addressed and \"confidential\" information that each group must administer to bring the negotiation to a successful conclusion. This case will be resolved when all groups reach an unanimous agreement. Once this agreement is reached, all students will obtain 2 points for the final grade. If there is no agreement, they will not get any points. In Oratory and persuasive communication, the different exercises carried out, voluntary participation and a public intervention in class that will take place at the end of the course will be evaluated.

In Debating and persuasive communication, the different exercises carried out, the voluntary participation and a public intervention in class that will take place at theend of the course will be evaluated.

AI Usage Policy: For this module, the use of Artificial Intelligence (AI) technologies is permitted exclusively for activities specified by the teaching staff. Students must clearly identify which parts were generated using this technology, specify the tools employed, and include a critical reflection on how these tools influenced the process and the final outcome of the activity. Failure to be transparent about the use of AI in this assessable activity will be considered a lack of academic honesty and may result in a partial or total grade penalty, or more severe sanctions in serious cases.

Committing any irregularity during an assessment activity (academic fraud, plagiarism, or the improper use of AI—unless such use is expressly authorized in the course syllabus) that could lead to a significant change in the grade will result in that activity being graded as a 0. If multiple irregularities occur across assessment activities for the same course, the final grade for that course will be 0. Furthermore, disciplinary proceedings may be initiated against any student who commits such irregularities.

Once the evaluation has been communicated, a review may be requested so that the Professor explains to the student the applied criteria (art. 114.3 UAB academic regulations), without prejudice to the student's rights to challenge the grade.

The date of the final exam of the subject is scheduled in the exam calendar of the Faculty.

The scheduling of the evaluation tests cannot be modified, unless there is an exceptional and duly justified reason why an evaluation act cannot be carried out. In this case, the people responsible for the degrees, after consulting the teachers and the affected students, will propose a new schedule within the corresponding school period (art. 115.1 Calendar of evaluation activities, UAB Academic Regulations)

To pass the course, the student must have participated in the three evaluation activities and have obtained at least a 3.5 in the final exam. To take the final exam, it is necessary to prove attendance to 90% of the classes.

Only the reevaluation of the test is possible (50%). The continuous assessment activities cannot be reevaluated, since their meaning is to check the knowledge progressively acquired throughout the course, notwithstanding that in case of illness or other eventualities an alternative solution may be found for the specifically affected student.

To retake the exam, student must have obtained at least a 3 in each of the three evaluation activities. Students who take the reevaluation exam may obtain a maximum grade of 7 in the subject.

It will be considered that a student who participates in any of the continuous evaluation activities will no longer be eligible for a “non-evaluable” status.

This subject/module does not provide for a single evaluation system.