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
Practical cases solving: 60%.
Periodic Proof: 40%.
Final Classification: Final examination proof.
The student ´ll not submitted if obtain, with the mean of practical cases more the periodic proof equal or superior than 10 values.
Bibliography
- Crespo de Carvalho, J. (2013). Negociação. Lisboa: Sílabo
- Cunha, P. e Leitão, S. (2012). Gestão Construtiva de Conflitos. (Vol. 1). (pp. 1-111). Porto: Edições Universidade Fernando Pessoa
- Damasceno Correia, A. (2012). Manual de Negociação. Lisboa: Lidel
- S. Kindler, H. (1991). A Gestão Construtiva dos Desacordos. (Vol. 1). (pp. 1-97). Lisboa: Monitor - Edições Para Profissionais
Teaching Method
Resolution cases in practical environment.
Software used in class
Not applicable.
