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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 |
Students will be assessed in the course in a way that encourages self-learning, valuing the work done both inside and outside the classroom.
Assessment parameters:
? Completion of an assessment test to be held on a date to be scheduled by the course director - 40% of the final grade = 24% preparation report + 15% negotiation report + 1% price list submission
? Completion of group work - 40% of the final grade (The weighting of this work remains the same for the exam assessment)
? Performance in laboratory/practical classes - 20%
? Attendance in laboratory/practical classes - maximum of 2 absences
? The assessment rules in force at UBI will be followed.
In order to pass the learning phase, students must obtain a minimum grade of 7 in the assessment test. In order to pass the course, students must obtain a minimum weighted grade of 8 in all group work.
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