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Trade Negotiations
Scholar Year: 2023/2024 - 2S
Code: |
LGDLP1565 |
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Acronym: |
NC |
Scientific Fields: |
Gestão de Recursos Humanos |
Courses
Acronym |
Nº of students |
Study Plan |
Curricular year |
ECTS |
Contact hours |
Total Time |
LGDLPL |
50 |
Study Plain |
2º |
4,5 |
45 |
121,5 |
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
Carvalho, J.C.;Negociação, Sílabo, 2020 |
Cunha, M.P.; Rego, A.; Cunha, R.C. & Cabral-Cardoso, C.;Manual de Comportamento Organizacional e Gestão, RH Editora, 2016 |
Complementary Bibliography
Correia, A.D.;Manual de Negociação, Lídel, 2015 |
Correia, A.D. ;Negociação Internacional, Sílabas & Desafios, 2018 |
Carvalho, J.C. ;Negociação para (in)competentes, Edições Sílabo, 2007 |
Simões, E.;Negociação-Fundamentos, Competências e Prática, Sílabo, 2023 |
Korda, P.;Negociar e Defender as suas Margens, Sílabo, 2019 |
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