Negotiation and Self-Management

Code:

2GEC06

Acronym:

NGP

Keywords
Classification	Keyword
OFICIAL	Management Studies

Instance: 2021/2022 - 2S

Active?	Yes
Responsible unit:	Management
Course/CS Responsible:	Master in Sales Management

Cycles of Study/Courses

Acronym	No. of Students	Study Plan	Curricular Years	Credits UCN	Credits ECTS	Contact hours	Total Time
GCOM	36	Official Bologna Syllabus	1	-	7,5	56	202,5

Teaching language

Portuguese

Objectives

Welcome to the Negotiation and Personal Management course! This is based on the assumption that we are permanently negotiating. Therefore, this course is designed with the dual purpose of developing participants' theoretical understanding of the comflict and the negotiation process and explore self negotiation skills. The course promotes the link between self-awareness and knowledge and negotiation for a more effective personnel management in relational contexts.

 

Learning outcomes and competences

At the end of the program, participants should be able to:

• Comprehend the nature of conflict and its resolution strategies
• Know the distributive and integrative models of negotiation
• Identify and meet their personal negotiation goals;
• Comprehend and know how to prepare, conduct and conclude a negotiation; and how to implement the corresponding decisions.

Working method

Presencial

Program

I - The Basics of Negotiation
1. The nature of the negotiation
2. Conflict situations
3. Conflict management styles and constructive conflict management.
4. Personal and emotional skills in negotiation: self-knowledge and self-development

II - The Negotiation Process
5. Business strategy and planning
6. Strategies and tactics of a distributive orientation
7. Strategies and tactics of an integrative orientation
8. Processes of influence and power in negotiation

III - Specific Situations in Trading
9. The intervention of a third party (mediation and arbitration)
10. Deadlock situations
11. Dealing with difficult people

Mandatory literature

Pedro Cunha; Sofia Leitão; Manual de Gestão Construtiva de Conflitos, Edições UFP, 2011. ISBN: 978-989-643-074-0
Pedro Cunha; Conflito e Negociação, Edições Asa, 2008. ISBN: 978-972-41-2524-4
José Crespo de Carvalho; Negociação para (in)competentes relacionais, Sílabo, 2007
Jorge Correia Jesuíno; Negociação - Estratégias e Tácticas, Sílabo, 2006

Complementary Bibliography

Leigh L. Thompson; Negotiation theory and research, Psychology Press, 2006
José Crespo de Carvalho; Negociação, Sílabo, 2006
Fisher, R.; Ury, W. e Patton, B. ; Como Conduzir uma Negociação? Como Negociar um Acordo sem Desistir, , ASA, 1993

Comments from the literature

Additional resources such as papers, exercises, cases and videos will be provided through Sigarra

Teaching methods and learning activities

Theoretical-practical sessions where the contents of the program are presented, using critical case analysis, self-assessments, viewing films and, above all, role-playing situations. Students will be asked to prepare negotiation situations in order to enable role-playing in the classroom.

Evaluation Type

Evaluation with final exam

Assessment Components

Designation	Weight (%)
Exame	100,00
Total:	100,00

Amount of time allocated to each course unit

Designation	Time (hours)
Estudo autónomo	60,00
Frequência das aulas	40,00
Total:	100,00

Eligibility for exams

The evaluation by exam does not dispense a fundamental (and individual) component of learning that results from the presence and active participation in the classes. The true understanding of the issues is necessary for the identification and self-development of emotional and managerial competencies. This can only be realized in and by the relational context. So feel welcome and very well received to ... NEGOTIATE!

Calculation formula of final grade

Assessment: 100% final exam

Classification improvement

Second (appeal) exam