Subject: Negotiation
Scientific Area:
Human Resources
Workload:
10 Hours
Number of ECTS:
3 ECTS
Language:
Português
Overall objectives:
Provide students with the fundamentals of negotiation, exploring some additional areas that will contribute to a higher performance and conflict management. 1. To understand the concepts of negotiation and conflict management in inter and intra-organizational contexts; 2. To understand the basic elements of a negotiation and to use them adequately in organizational contexts; 3. To understand and know how to manage the value capture vs. value creation; 4. To know how to manage negotiations in a win-win perspective;
Syllabus:
1. Introduction to Negotiation and conflict management
2. The Key Negotiation Elements
3. Strategic Approach to Negotiation
4. Main Negotiation steps
Literature/Sources:
Assesssment methods and criteria: