Trade Negotiations

Scholar Year: 2018/2019 - 2S

Courses

Head Teacher Responsability Anabela Gomes Correia Head

Weekly workload Hours/week T TP P PL L TC E OT OT/PL TPL O S Type of classes 3 Lectures Type Teacher Classes Hours Theoretical-practical Totals 2 6,00 Anabela Correia   6,00

Teaching language

Portuguese

Intended learning outcomes (Knowledges, skills and competencies to be developed by the students)

• Understand the negotiation process;

• Understand different types of negotiation and negotiators;

• Develop skills to manage and lead processes of negotiation;

• Manage negotiation processes in different cultural contexts.

Syllabus

1. THE NEGOTIATION
1.1. Negotiation characteristics
1.2. Conflict management
1.3. Elements of negotiation
1.4. Negotiation errors

2. NEGOTIATORS CHARACTERISTICS
2.1. Styles of negotiators
2.2. Perceptual distortions in negotiation
2.3. Cognitive biases in negotiation

3. THE NEGOTIATION PROCESS
3.1. Preparation
3.2. Strategies, techniques and tactics
3.3. Conclusion
3.4. Ethics in negotiation

4. COMMERCIAL NEGOTIATION IN TRANSCULTURAL CONTEXTS
4.1. The influence of cultural contexts
4.2. International negotiations

5. MEDIATION AND ARBITRATION
5.1. Characterization of the mediation process
5.2. Mediation techniques

Demonstration of the syllabus coherence with the UC intended learning outcomes

An active method will be used in the classes, based on case studies and role-playing exercises. The lectures are also used to present some theoretical concepts, while encouraging the involvement of students with questions to stimulate their personal development and autonomy.

Teaching methodologies

Avaliação apenas com exame final

Demonstration of the teaching methodologies coherence with the curricular unit's intended learning outcomes

Continuous assessment includes a written test and participation and exercises in class. Final assessment consists of an individual written exam.

Main Bibliography