| Code |
15677
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| Year |
1
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| Semester |
S1
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| ECTS Credits |
4
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| Workload |
TP(30H)
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| Scientific area |
Relações Internacionais
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Entry requirements |
Without requirements
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Learning outcomes |
This UC aims to teach students the foundations of international negotiation, decision-making mechanisms in foreign policy, as well as the foundations of the diplomatic institution, addressing its functions and its exercise.
It also intends to foster the ability to analyze the decisions made by the various actors in the field of negotiating in the various negotiating and diplomatic frameworks.
Simultaneously, it seeks to analyze the challenges of international negotiation and diplomatic practice in a changing world.
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Syllabus |
I. Concepts
1. Diplomacy
2. Negotiation
3. Diplomatic Negotiation
4. Bilateral and Multilateral Negotiation
II. The Three Phases of the Negotiation Process
1. Pre-Negotiation
2. Negotiation
3. Post-Trade
III. Trading Models
1. Formula/Detail
2. Reduce Alternatives
3. Concession/Convergence
4. Interest/Expectation/Attitude
5. Constructive Negotiation (Fisher Principles)
6. Combination of Models
IV. Asymmetric Trading
1. Definition
2. Application of the Models
3. Power Imbalance Moderation Factors
V. Protocol
VI. Cultural Diplomacy;
VII. Economic Diplomacy;
VIII. Public diplomacy and the media
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Main Bibliography |
CALLIÈRES, François de - On the manner of negotiating with princes : on the uses of diplomacy : the choice of ministers and envoys ; and the personal qualities necessary forsucess in misssions abroad. Memphis : General Books, 2012. [BP 327 CAL]
GETTING to the table : the processes of international prenegotiation. Ed. Janice Gross Stein. Baltimore : Johns Hopkins University Press, 1989.
KARRASS, Chester L. - In business as in life : you don't get what you deserve, you get what you negotiate. Los Angeles : Stanford Street Press, 1996.
KARRASS, Chester L. - Negotiating effectively within your own organization. [s.l.] : Karrass Limited, 2011.
MAGALHÃES, José Calvet - A Diplomacia Pura, Edição/reimpressão. Lisboa Ed.: Bizâncio, 2005
PEACEFUL resolution of major international disputes. Ed. Julie Dahlitz. New York : United Nations, 1999.
SATOW, Ernest Mason - Satow's guide to diplomatic practice. 5th ed.. London ; New York : Longman, 1979.
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Teaching Methodologies and Assessment Criteria |
Individual work/test : 50.0%
Trading Simulations: 50.0%
Final evaluation
Exam: 100.0%
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Language |
Portuguese. Tutorial support is available in English.
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