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Leadership and Negotiation

Leadership and Negotiation

Code	8269
Year	1
Semester	S2
ECTS Credits	7,5
Workload	TP(30H)
Scientific area	Management
Entry requirements	Non-appliable.
Mode of delivery	Classroom teaching
Learning outcomes	In terms of objectives: 1. Learn and understand the main leadership approaches and their analysis models; 2. Understand and apply the current models of leadership approach, more specifically those that integrate the transformational dimension; 3. Provide an in-depth view of the importance and role of negotiation; and 4. Allow an integrated vision of the two themes: leadership and negotiation. Learning outcomes: In terms of knowledge: -Introduction to the main approaches of leadership: Characteristics of the leader, behaviours of leadership and contingency. In terms of skills and competencies: -The student must be able to understand and distinguish between the concept of leader and the concept of leadership process. -The student should deepen the knowledge about current models of leadership approach: transactional; transformational; and emotional leadership.
Syllabus	1 - Leadership: concepts and main approaches. 2 - The new theories of leadership. 3 - Negotiation: key concepts and approaches. 4 - The process of negotiation.
Main Bibliography	Pina e Cunha, M. e Rego, A. (2007). Liderar, Publicações Dom Quixote. ISBN: 9789722038652 Pina e Cunha, M.; Arménio Rego, A.; Dias da Cunha; A. e Fernandes, F. (2017). Como Liderar Empresas Familiares, Edição: Lua de Papel, junho de 2017, ISBN: 9789892338866 Complementary: Avolio, B. J., Bass, B. M., & Jung, D. I. (1999). Re-examining components of transformational and transactional leadership using multifactor leadership questionnaire, Journal Occupational Organizational Psychology, 72 (4),441–462. Bass, B. M. (1990). From transactional to transformational leadership: Learning to share the vision, Organizational Dynamics, 18(3), 19-31. Jesuíno, J.C. (1996). Processos de Liderança, Livros Horizonte, Lisboa. Kujaca, J. Murtoaro, J. e Artto, K. (2007). A Negotiation Approach to Project Sales and Implementation, Project Management Journal; 38 (4) pp:33; Lewicki, Roy J.; Saunders, David M. and Barry, Bruce (2006). Negotiation, McGrawHill/Irwin, 5ª edição, Singapura.
Language	Portuguese. Tutorial support is available in English.