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Code 14378
Year 2
Semester S1
ECTS Credits 6
Workload TP(60H)
Scientific area Marketing
Entry requirements None
Learning outcomes Develop an ethical/value-based approach to negotiation.
Recognize the importance of collaborative/problem-solving negotiation.
Build effective practical strategies for negotiation.
Be able to participate in a negotiation process, analyzing the essential variables
Syllabus Chapter 1. Ethics and Negotiation
Chapter 2. Fundamental Elements of Negotiation
Chapter 3. Types of Negotiation
Chapter 4. Strategies, Negotiation Techniques, and Tactics
Chapter 5. Qualitative and Quantitative Approaches to Negotiation
Chapter 6. International Negotiation
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
Teaching Methodologies and Assessment Criteria 1. Participation in discussions forums (moodle) 2 (10%)
2. Case study activities in groups (2) 4 (20%)
3. Simulations (2) 4 (20%)
4. Workgroup with presentation 4 (20%)
5. Written test 6 (30%)
Total 20 (100%)
Language Portuguese. Tutorial support is available in English.


Last updated on: 2021-10-10

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