Negotiation and Self-Management

Code:

2GEC06

Acronym:

NGP

Keywords
Classification	Keyword
OFICIAL	Management Studies

Instance: 2016/2017 - 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	62	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 negotiation process and explore one personal 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:

· Understand the nature of conflict and its resolution strategies

· Understand the distributive and integrative models of negotiation

·  Identify and meet their personal negotiation goals;

·  Understand and know how to prepare, conduct and conclude a negotiation; and how to implement the corresponding decisions.

Working method

Presencial

Program

1.  Negotiators' emotional competencies: self-knowledge and self-development

2. The Social Conflict: defining its nature and styles of conflict management.

3. Distributive and integrative negotiation models.

4. Cognitive processes and biases affecting the negotiation process.

5. Negotiating roles & tactics: mediation and mediation effectiveness;

6. Concluding the negotiation and settling an agreement.

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

Teaching methods and learning activities

Initial sessions focus on the main theoretical approaches to negotiation and its implications for managers and organizations. Powerpoint presentations, articles for further reading and negotiation exercises are widely used.

Throughout the program, there will be opportunities for role-playing, so participants should be prepared to participate and discuss the proposed exercises.

The Email will be the primary communication tool outside classes, so participants are required to use it and provide their correct contact.

Evaluation Type

Evaluation with final exam

Assessment Components

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

Calculation formula of final grade

Final Exam