Descriptive Summary of the curricular unit This course aims to provide students with knowledge and skills, which will contribute to the practice of professional activities related with Negotiation Techniques.
Objectives and learning outcomes 1. Provide a practical view of negotiation through the explanation of key concepts, recommendations and tools that can be applied in personal and professional life. 2- Presentation of case studies experienced by successful national and international managers that illustrates various approaches, strategies and business tactics; 3- Presentation of relevant concepts for the description of recommendations throughout a typical negotiation process and also in various business, commercial or strategic situations; 4- Study the importance of persuasion and the influence of negotiation taking into account current trends in negotiations.
Skills to develop - Apply integrated practical concepts and techniques of trading; - Propose valid inputs in the Business Management processes at strategic, tactical and commercial level; - Develop business process preparation skills; - Distinguish the main types of trading strategies; - Identify competitive negotiating tactics, their implementation conditions, advantages and disadvantages; - Develop closing and evaluation skills of business processes.
Programme
1. Course Presentation
2. Conflict and Negotiation
2.1 Concepts
2.2 Methods
2.3 Negotiation
2.4 Conflict
2.5 Types of Traders
3. Business Approaches
3.1 Levels
3.2 Styles
3.3 Approaches
3.4 Case Study
4. The Negotiation Process
4.1 Preparation
4.2 Beginning of Trading
4.3 Elements of Trading
4.4 Relationship
4.5 Communication
4.5 Interests, Options and Legitimacy
4.6 Alternatives
5. The Manager and the Negotiations
6. Persuasion and Influence
7. Trading Trends
Demonstration of the syllabus coherence with the curricular unit's learning objectives
The proposed program allows students to gain knowledge and develop the competencies provided for in the objectives as:
- Chapters 2 and 3 address Objective 1 by presenting the concepts of negotiation
- Chapter 4 meets the objective 2 proposal, which aims to detail the negotiation process
- Chapters 5, 6 and 7 meet objectives 3 and 4 by systematically addressing trading influence and trends
Main literature
CARVALHO, J. C.;Negociação, Sílabo, 2020
MONTEIRO, Alexandre ;Os Segredos que o Nosso Corpo Revela. Manual prático de linguagem corporal para decifrar gestos, expressões, sinais e detetar mentiras, , Manuscrito Editora., 2017
Supplementary Bibliography
SIMÕES, Eduardo;Negociação nas Organizações: Contextos Sociais e Processos Psicológicos, Editora RH, 2008
NEVES, J., GARRIDO, M. & SIMÕES, E.;Manual de competências pessoais, interpessoais e instrumentais - teoria e prática., Editora Sílabo., 2015
FALCÃO, Pedro Fontes;Todos podemos negociar bem, Top Books Editora, 2013
Learning Methods
The teaching methodology is based on theoretical and practical classes, using various means and pedagogical methodologies.
The contents will be developed through Case Studies, Seminars, discussion of texts, analysis of scientific articles in order to arouse a critical attitude on the topics addressed.
Assessment Components
Avaliação distribuída com exame final
Assessment Components
Description
Type
Time (hours)
Conclusion Date
Attendance (estimated)
Lessons
30
Teste/Exame
4
Study
67
Trabalho laboratorial ou de campo
6
Total:
107
Continuous Assessment
- 2 individual written tests: 2 x 40%
- 2 works submited through E-Learning portal: 2 X 10%
Under the terms of the General Regulation:
a) The students' attendance in classes will be recorded and, if the number of absences per student exceeds 30% of the total number of lessons scheduled for each course unit, the student will be automatically transferred to the final evaluation (regular season).
b) In the written tests and other assessment elements mentioned in paragraph 2 of Art. 39 it is necessary to obtain a minimum grade of 7.5 (seven point five) points.
c) If the student misses a test or receives a grade lower than 7.5 points in the tests or in another assessment element mentioned in the previous number, the student will be automatically transferred to the final evaluation (regular season).
d) If the student misses or obtains less than 7.5 in the second written test, held in the same date of the final exam in the regular season, they may apply for further evaluation in the Appeal season.
e) All written academic work provided in the assessment (reports, case studies, etc.) have to be submitted in the Turnitin database, available at the ISAG E-Learning platform. The maximum similarity rate acceptable is 30%.
Final Exam
- Individual written exam: 1 (100%)
The practical or theoretical-practical work referred to in paragraph b) of no. 2 of article 159 of the general regulations may also be considered, with a weighting corresponding to half of that considered in the continuous assessment, provided that the student informs the teacher of this intention by filling in the appropriate form to be made available by the teacher at the time of the written test.
Demonstration of the coherence between the teaching methodologies and the learning outcomes
The methodologies used take into consideration the characteristics of the course. Despite being theoretical, the use of case studies and other support materials, aim to contribute to the achievement of the objectives of the course, from a theoretical and practical point of view.