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Leadership and Negotiation

Leadership and Negotiation

Code	14573
Year	1
Semester	S1
ECTS Credits	6
Workload	OT(15H)
Scientific area	Management
Entry requirements	N.A.
Learning outcomes	In terms of knowledge: - Introduction to key leadership approaches: leader characteristics, leadership and contingency behaviors. In terms of skills and competences: - Deepening current models of leadership approach: transactional, transformational and emotional leadership. The learner should be able to understand and distinguish between the concept of leader and the concept of leadership process. In terms of objectives: - To learn and understand the main leadership approaches and respective models of analysis; - Understand and apply current models of leadership approach, specifically those that integrate the transformational dimension; - Provide an in-depth view of the importance and role of negotiation; and - Allow a view of the integrated between the two themes: leadership and negotiation.
Syllabus	1- Leadership: concept and main approaches. 2. The new theories of leadership. 3- Negotiation: concept and main approaches. 4- The negotiation process.
Main Bibliography	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. e Barry, Bruce (2006); “Negotiation”, McGrawHill/Irwin, 5a edição, Singapura. Mayer, J., Salovey, P. and Caruso, D. (2003), Measuring emotional intelligence with the MSCEITV2.0, "Emotion", 3, 97-105. Yukl, G.A., (2005) "Leadership in organizations", 6th ed, Upper Saddle River, NJ: Prentice-Hall.
Language	Portuguese. Tutorial support is available in English.