| Code |
12540
|
| Year |
1
|
| Semester |
S2
|
| ECTS Credits |
5
|
| Workload |
OT(10H)/TP(20H)
|
| Scientific area |
Management
|
|
Entry requirements |
Non applicable.
|
|
Learning outcomes |
Form strategic thinking;
• Orientation to the needs of the interlocutor;
• Guidance for results;
• Critical sense and contextualization capacity;
• Ability to identify, analyze and solve problems;
• Support for the definition of a path to achieving a negotiation;
|
|
Syllabus |
1. Basic negotiation Concepts;
2. Negotiation stages;
3. Strategies and types of negotiation;
4. Negotiation styles;
5. Principles of negotiation;
6. Close business;
7. Brief description about game theory;
8. Commercial Emails and sales force organization models;
9. Ideas to survive the price war;
10. Assembly and negotiation in retail business;
11. Control models and objectives of the commercial team;
12. Assembly of commercial real estate project and necessary negotiation systems;
13. Individual work, presentation and its conclusions;
|
|
Main Bibliography |
Negociação nas organizações: Eduardo Simões – Editora RH;
•A Negociação. Estratégias e Tácticas: Jesuíno, Jorge Correia - Texto Editora;
•Todos Podemos Negociar Bem! Pedro Fontes Falcão –Topbooks;
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|
Language |
Portuguese. Tutorial support is available in English.
|