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Leadership and Negotiation

Code 13976
Year 1
Semester S2
ECTS Credits 7,5
Workload TP(30H)
Scientific area Management
Entry requirements Non-applicable.
Mode of delivery Classroom teaching
Learning outcomes In terms of objectives:
1. Learn and understand the main leadership approaches and their models of analysis;
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 on the two themes: leadership and negotiation.
Learning Outcomes:
In terms of knowledge:
- Introduction to the main approaches of leadership: characteristics of the leader, leadership behaviors, and contingencies.
- Negotiation process: phases, activities, protocol, and approaches.
In terms of skills and competencies:
- The student should delve into the current models of leadership approaches, namely, transactional, transformational, and emotional leadership.
- The student must know how to structure and conduct a negotiation process, attending to its main phases and supporting the management of this process.
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 Required:
Pina e Cunha, M. e Rego, A. (2007). Liderar, Publicações Dom Quixote. ISBN: 9789722038652
Lewicki, Roy J.; Saunders, David M., & Barry, Bruce (2006). Negotiation, McGrawHill/Irwin, 5ª edição, Singapura.

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., & Artto, K. (2007). A Negotiation Approach to Project Sales and Implementation, Project Management Journal; 38 (4) pp:33.
Leitão, J. (2005). Tópicos de negociação. Editor: Universidade da Beira Interior, Covilhã.
Language Portuguese. Tutorial support is available in English.
Last updated on: 2023-06-06

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