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Main Bibliography |
• THOMPSON, Leigh L. (2008); “A razão e o coração do negociador – Guia para negociar com sucesso”, Monitor, Lisboa
• THOMPSON, Leigh L. (2020); “The Mind and Heart of the Negotiator”, Prentice Hall, 7ª edição
• CORREIA, António D. (2019); “Manual de Estratégia Negocial”, Lidel, 1ª edição, Lisboa
• FISHER, Roger; Ury, William e Patton, Bruce (2007); “Como conduzir uma negociação – Chegar a acordo sem ceder”, 7ª edição, Lua de Papel, Porto (Título original: Getting to yes: Negotiating agreement without giving in)
• FISHER, Roger e Ertel, Danny (2008); “Como conduzir uma negociação. Livro de exercícios”, 1ª edição, Lua de Papel, Porto
• CARVALHO, José Crespo de (2013); “Negociação”, Edições Sílabo, Lda.; 4ª edição, Lisboa
• CARVALHO, José Crespo de (2010); “Negociação para (in)competentes relacionais”, Edições Sílabo, Lda.; 2ª edição, Lisboa
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Teaching Methodologies and Assessment Criteria |
1. Written test - 50% of the final grade - written test at the end of the semester. The student to obtain approval in the learning phase should have the minimum grade of 7 values. The written test will be held on January 4, 2019.
2. Group assignments - 50% of final grade (1st report 15%, 2nd report 15%, presentations 15% and active participation and attendance during the semester 5%)
The working groups consist of 2-3 elements.
The identification of the elements of the groups must be delivered to the teacher by October 4, 2018.
The groups must submit a report of preparation and another one of execution of a negotiation situation to which they will be subject in person on December 14, 2018.
The delivery date for the 1st report is November 30, 2018 (paper and by email until 11:59 p.m.) and the second day (December 21, 2018) (paper and by email until 23:00 p.m. 59 h).
The reports will have a maximum of 10 pages (may have supporting information attached).
The reports of the groups will be
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