Negotiation and Self-Management

Code:

2GEC06

Acronym:

NGP

Keywords
Classification	Keyword
OFICIAL	Management Studies

Instance: 2024/2025 - 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	34	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
• Characterize 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 – Conflict: Framework and contextualization
- Conditions for the occurrence of conflict
- Levels of analysis and conflict categories
- Factors that generate conflict
- Escalation of conflicts
- Conflicts as a risk and as an opportunity
- Possible resolution strategies and the intervention of a third party

 II – Negotiation
- The negotiation process
- Distributive orientation strategies and tactics
- Integrative guidance strategies and tactics
- Processes of influence and power in negotiation
- Personal and social emotional skills in negotiation

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 role-playing situations. Students will be asked to prepare negotiation situations in order to enable role-playing in the classroom.

Evaluation Type

Distributed evaluation with final exam

Assessment Components

Designation	Weight (%)
Teste	60,00
Trabalho prático ou de projeto	40,00
Total:	100,00

Amount of time allocated to each course unit

Designation	Time (hours)
Estudo autónomo	80,00
Frequência das aulas	42,00
Trabalho escrito	40,00
Total:	162,00

Eligibility for exams

The curricular unit requests 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

- Individual Written Test (60%) + Group Theoretical-Practical Work (40%);
- The classification in the curricular unit is calculated as follows: 0.6 X Grade Written Test + 0.4 X Grade Theoretical-Practical Group Work;
- Individual Written Test [60%]: June 16, 2025, of Normal Season;
- Theoretical-Practical Group Work [40%], in the form of a written digital report, with presentation and discussion in one of the last classes.  

Students can choose, on the date of taking the individual written test, within the scope of the distributed assessment, to take a final assessment exam for the curricular unit with a weight of 100%.

b) FINAL EXAM: 100%
- Appeal Period.
- Assessment is done by final written exam [also to improve the final classification] with a weighting of 100%.
- Final exam on all subjects taught.
- Applies to all students who (i) prefer it; (ii) who have given up on the previous one; (iii) who did not attend any of the moments of the distributed assessment; or (iv) who have obtained less than seven (7) values ​​in the written test and/or in the theoretical-practical group work.

Examinations or Special Assignments

Special assessment (TE, DA, ...)

Follow the rules described above at any exam time.

Classification improvement

- Second (appeal) exam.
- 100% of the evaluation.