| Code |
17793
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| Year |
3
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| Semester |
S1
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| ECTS Credits |
6
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| Workload |
TP(60H)
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| Scientific area |
Relações Internacionais
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Entry requirements |
not aplicable
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Learning outcomes |
This course aims to equip students with both theoretical and practical skills to analyze and conduct international negotiations in diverse contexts. It covers various perspectives, negotiator profiles, cultural frameworks, and negotiation strategies, addressing all stages of the process, from preparation to self-evaluation. The program includes the analysis of case studies and practical exercises, promoting experiential learning and critical reflection.
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Syllabus |
Part 1: Fundamentals of Negotiation
Introduction to international negotiation
Conflict management and impasse resolution
Integrative vs. distributive negotiation
Bilateral and multilateral negotiation
Part 2: Planning and Strategy
The three phases of the negotiation process
Strategy, tactics, and negotiation preparation
Power in negotiation and strategic influence
Contemporary models and approaches to negotiation
Part 3: International Negotiation Tactics and Techniques
Communication, persuasion, and negotiation techniques
Third-party intervention: mediation and arbitration
Psychological and emotional dimensions of negotiation
Intercultural negotiations
Part 4: Practical Application
Case studies
Negotiation simulations
Exercises
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Main Bibliography |
Berridge, G.R. (2005) Diplomacy: Theory and Practice. Lisboa: Palgrave.
Carvalho, José Mexia Crespo de (2006) Negociação. Lisboa: Edições Sílabo.
Dahlitz, Julie (1999) Peaceful Resolution of Major International Disputes. Nova Iorque: United Nations.
Fisher, Roger et al. (2005) Como Chegar ao Sim – Negociação de Acordos Sem Concessões. Rio de Janeiro.
Gestoso, Carlos Guillén (2007) Estratégias de Negociação. Lisboa: Edições Pedago.
Handy, Charles (2000) On the Manner of Negotiating with Princes. Boston: Houghton Mifflin Company.
Hopmann, P. Terrence (1996) The negotiation process and the resolution of international conflicts. Columbia: University of South Carolina Press.
Magalhães, José Calvet de (1995) A diplomacia pura. Venda Nova: Bertrand Editora.
Magalhães, José Calvet de (2001) Manual diplomático: direito diplomático, prática diplomática. Lisboa: Editorial Bizâncio.
Miall, Hugh et al. (2005) Contemporary Conflict Resolution. Cambridge: Polity.
Silva, Luís Gaspar
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Teaching Methodologies and Assessment Criteria |
1st Test – 8 points
2nd Test – 8 points
Case Study – 4 points
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Language |
Portuguese. Tutorial support is available in English.
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