Programa

Negociation and Conflicts

Licenciatura Bolonha em Finanças

Licenciatura Bolonha em Gestão

Programa

1. Strategy in negotiation • Strategic commitments and optimal strategies • Valuation and exchange • Negotiation bundles/packages • Heuristics and most common biases 2. Communication and persuasion • Conflict management and de-escalation • Relational aspects of negotiation • Principles of persuasion • Arguments 3. Power dynamics in negotiation • Initial propositions and iterative convergence • One shot vs. repeated negotiations • Multiple party negotiation • Negotiation under asymmetric information • Cross cultural negotiation and agreement