Publication in the Diário da República: RCC 21/12/2010 [DR.4928/2011 21.03.2011]
6 ECTS; 3º Ano, 2º Semestre, 60,0 TP + 15,0 OT , Cód. 964035.
Lecturer
- Sílvio Manuel da Rocha Brito (2)
(1) Docente Responsável
(2) Docente que lecciona
Prerequisites
Not applicable.
Objectives
Equip students to negotiating skills to manage conflict and change
Program
Part 1 - The conflict.
- nature and types of conflicts.
- conflict, phases and levels.
- conflict, causes and consequences.
- conflicts management.
Part 2 - Negotiation.
- organizational negotiation context.
- preparing for negotiations.
- negotiation phases.
- basic techniques and methods for negotiators.
- practices and dynamics to effective negotiation
Evaluation Methodology
Continuous Assessment: Evidence of knowledge 60%
Periodic evaluation: Proof of frequency 40%
Final Assessment: Final Exam
The student can not respond with full or partial use of notes, books, and other documents.
Bibliography
- , . e Madux, S. (1991). Negociar com sucesso. Lisboa: Monitor- Projectos e Edições Lda.
- Crespo de Carvalho, J. (2013). Negociação. Lisboa: Sílabo
- Damasceno Correia, A. (2012). Manual de Negociação. Lisboa: Lidel
- ROSENBERG, M. (2011). Resolver los conflictos con la Comunicación No Violenta. Espanha: Editorial Acanto S.A.
Teaching Method
Resolution cases in practical environment.
Software used in class
Not applicable.
