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題目：Fairness and its role in negotiations: keeping emotions under control
主講人：Julio Urgel  professor (Finance and of Negotiation at IE Business School (Madrid) ?)
地點：主樓133
時間：2016年5月31日19:00-21:00
主講人介紹：

    Julio Urgel is full professor of Finance and of Negotiation at IE Business School (Madrid) since 1989. He has held different academic and managerial responsibilities at this School where he was the Dean in 1994-2000, when IE consolidated its international reputation.
     Prof. Urgel is also Senior Advisor of EFMD (Brussels) since January 2015. Currently his advice is focusing on leading a project for development of Cuban professors and higher education institutions in management. He was Deputy Director General, Operations and Quality, of EFMD (Brussels) in 2012-15. Previously, since 2001, he was its Director of Quality Services, the department in charge of the EFMD international accreditations. One of them, EQUIS is the institutional accreditation system chosen by leading international business schools in all five continents. EPAS is the rigorous and demanding international degree programme accreditation of EFMD.
    He is Telecommunications Engineer (1979) from University of Madrid, MBA (1982) from IESE Business School, and Doctor of Business Administration (1991) from Harvard University. He has been visiting professor and guest speaker at several international institutions and events, often acts as advisor or mediator in complex negotiations, and is an active consultant in mergers and acquisitions. In addition, his advice as an expert in the management and quality improvement of higher education institutions in business is internationally demanded. Prof. Urgel is a member of the Board and/or an Advisor of several business schools around the world.

內容簡介：
    During this lecture we will explore the role of fairness in a negotiation. Here are some examples of the issues that will be considered:

•  How and why fairness is more important on certain types of negotiations than in others. We will analyze this through a couple of very short exercises in negotiation. 
• Is fairness a cultural characteristic or is it more just a characteristic rooted on all humans? Is it present in animals too? Why? What are the consequences?
• What environmental factors may increase the importance of fairness in a negotiation? Does the reputation of the negotiators in the negotiating environment have any impact on fairness? What consequences may this have in the negotiations between two organizations?
• How can we avoid dogmatic reactions or letting ourselves be blindly driven when we face obviously unfair situations? Is fairness emotional or rational? What role can rationality play?
• How we can deal with the unfairness naturally present when negotiating with someone that is more powerful than you?

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