Class Negotiation: Strategies and Competences

This module focuses on the analysis of communication, negotiation, and conflict management processes, addressing them in an integrated and systematic manner. It examines the different phases of the negotiation process, as well as practical strategies designed to tackle challenges and achieve mutually beneficial outcomes. Additionally, it emphasizes the development of interpersonal and technical skills that contribute to the effectiveness of the decision-making process and promote collaborative and sustainable solutions.

Not applicable

1. Communication processes 2. Conflict management 3. Fundamental elements of negotiation 4. Phases of negotiation 5. Negotiation styles 6. Strategies and techniques in negotiation 7. Skills of an effective negotiator 8. Negotiation pitfalls

1. Expository method for conveying the necessary contents to structure the reasoning 2. Demonstrative method to explain the procedures required to perform the proposed exercises 3. Practical approach using the active method

Carvalho, J. (2020). Negociação (6ª ed.). Sílabo. Harvard Business Review (2020). Negociação. Actual Editora. Sander, P. (2022). Negociacão: tudo o que precisa de saber. Marcador. Simões, E. (2023). Negociação: fundamentos, competências e prática. Sílabo.