Recommended Prior Knowledge

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Objectives

•Understand and conduct negotiation processes;
•Understand and manage conflict situations in negotiation with clients and suppliers;
•Manage negotiation processes in different cultural contexts;
•Acquire behavioral skills that facilitate negotiation processes in different cultural contexts.

Teaching Methods

The classes will be used predominantly, active methodologies, based on the analysis and discussion of cases, simulations, exercises of self-diagnosis and problem-solving. The expository method will also be used in the presentation of the concepts, appealing, however, the participation of the students through the questioning method, encouraging them to put questions, to present problems and make comments. The use of the expository method and questioning in the presentation of concepts complemented with the analysis of cases and the execution of exercises allows a better understanding of the topic, encouraging critical reflection and the development of autonomy.

Internship(s)

Não

Syllabus

1. THE NEGOTIATION WITH CLIENTS AND SUPLLIERS
1.1. Negotiation characteristics
1.2. Negotiation typology
1.3. Negotiation errors

2. CONFLICT MANAGEMENT AND NEGOTIATION

3. THE NEGOTIATION PROCESS
3.1. Phases of a negotiation process
3.1.1. Preparation
3.1.2. Strategies, techniques and tactics
3.1.3. Integrative and distributive negotiation
3.1.4. Conclusion

4. COMMERCIAL NEGOTIATION IN TRANSCULTURAL CONTEXTS

5. MEDIATION

Content Explanation

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Methodology Explanation

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Responsible Lecturer(s)

Anabela Gomes Correia - 1.º Semester

Bibliography

Fisher, R., Ury, W., & Patton, B.;Como chegar ao sim: como negociar acordos sem fazer concessões, Lua de Papel, 2015

Cunha, M.P., Rego, A., Cunha, R., Cabral-Cardoso, C., & Neves, P. ;Manual de comportamento organizacional e gestão (8ªed.), Editora RH, 2016

Carvalho, J.C. ;Negociação (6ªed.), Edições Sílabo, 2020

Simões, E. ;Negociação nas organizações - contextos sociais e processos psicológicos, Editora RH, 2008

Correia, A. D. ;Negociação internacional, Sílabas & Desafios, 2018

Correia, A. D. ;Manual de Negociação (2ªed.), Lídel, 2015

Simões, E. ;Negociação-Fundamentos, Competências e Prática. Sílabo., Sílabo, 2023