Negotiation and Communication

Objectives

This course focuses on the negotiation process and the communication process, in business context, converging theoretical and practical approaches.

Main objectives and competences to be developed are:

1. To understand the core concepts and elements of negotiation and communication in the organizational context;

2. To provide essential working tools to execute negotiations in business context and to communicate across the organization;

3. To develop a framework to improve decision-making process in order to enhance organizational performance;

4. To present and discuss case studies based on real life contexts;

5. To expand critical thinking and the debate about the relevant topics of the subject;

6. To stimulate the competences of market research, leadership, team work and oral communication.

Program

Part I – Negotiation in the organizational context

1. The relational oriented organization and the emergence of emotional competences

2. Negotiation – basic concepts

3. Core elements of negotiation

4. Types of negotiation

5. Negotiation mistakes

6. Emotional competences in negotiation

7. Negotiation strategies, techniques and tactics

Part II – Organizational and personal communication

1. Styles of communication

2. Listening and “shutting up”

3. Efficacy on communication

Teaching Methodologies

In the classes, teaching methodologies are based on the exposition of the topics of the subject and on the discussion of examples.

To improve teaching and learning, slides are projected to illustrate and support the oral presentation of the topics of the subject; also, a bibliography list containing books, articles and web pages is provided for background and further reading.

All relevant supporting teaching materials are supplied online to the participants of the course (via MOODLE). To develop the teamwork experience and oral communication, the participants are engaged in a teamwork project to implement/apply some selected topics of the subject in a real context. A written essay and an oral presentation in the classroom are requested to assess and evaluate these skills.

Bibliography

Carvalho, J.C. (2008). Negociação (3ª ed.). Lisboa: Sílabo.

Carvalho, J.C. (2007). Negociação para (In)competentes Relacionais. Lisboa: Sílabo.

Clampitt, P.G. (2001). Communicating for managerial effectiveness. Thousand Oaks, CA: Sage.

Cloke, K. e Goldsmith, J. (2000). Resolving conflicts at work. San Francisco: Jossey-Bass.

Cunha, M.P., Rego, A. e Cunha, R.C. (2007). Organizações positivas. Lisboa: Publicações D. Quixote.

Cunha, M.P., Rego, A., Cunha, R.C. e Cardoso, C.C. (2006). Manual de comportamento organizacional e gestão (5ª ed.). Lisboa: RH Editora.

Jesuíno, J.C. (1992). A Negociação: Estratégias e tácticas. Lisboa: Texto Editora.

Rego, A. (2010). Comunicação Pessoal e Organizacional: Teoria e Prática (2ª ed.). Lisboa: Sílabo.