Negotiation (471023)

Learning Outcomes

To Develop skills in preparing negotiation processes.
 To Learn and understand negotiation strategies and tactics.
 To Identify competitive negotiation tactics, respective implementation conditions, advantages and disadvantages.
 To Develop closing and evaluation skills for negotiation
processes

Study Program

1 - Introduction
2 - Commercial negotiation
3 - Fundamentals of negotiation
4 - The negotiation process
5 - Persuasion and Influence
6 - Closing and evaluation of negotiations

Bibliography

 Carvalho, J.C. (2016). Negociação (6ª ed.). Edições Sílabo. Lisboa.
 Jesuíno, Jorge Correia (1992). Negociação: Estratégias e
Táticas (3ª ed.). Texto Editora. Lisboa.