Currículo
Negociation and Conflicts NCO-SUP
Contextos
Groupo: Finance2025 > 1º Ciclo > Unidade Curriculares Obrigatórias > UC Skill Up the Future
Objectivos
· Knowledge of the main negotiation strategies, constructs and tools · Understanding negotiation games and game theory assumptions · Understanding of cross-cultural differences in negotiation issues · Self-assessment tools · Critical thinking on the negotiation process
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
Método de Avaliação
Module evaluation considers the performance and the participation of the student in the course activities and exercises. Demonstrations of student development and progress in the duration of the module are also valued.
Carga Horária
Carga Horária de Contacto -
Trabalho Autónomo - 13.0
Carga Total -
Bibliografia
Principal
- Negotiation (7th Ed.). New York: McGraw-Hill.: Lewicki, R.J., Barry, B., &. Saunders, D.M. 2015