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 a commercial context

1. Relational companies and the emergence of emotional/relational skills
2. Negotiation in relational contexts
3. Negotiation with emotion: mistakes and agenda in relational contexts
4. Emotional skills in negotiation in relational contexts

Part II - Personal and organizational communication

5. Personal communication styles
6. Formal and informal communication in organizations
7. Effective communication

OBS: This course is not taught in English.

Teaching Methodologies

In the classroom, the teaching method is based on the exposition of the syllabus and the discussion of examples. To guide teaching and learning, slides are used in the oral presentation of the contents and a list of bibliography to support the contents of the program is provided for further reading (books, articles and Web pages). All relevant information about the subject is available online through the MOODLE platform. To develop teamwork and oral communication skills, participants must carry out a group project on the topics covered in the course, which allows the application of the contents in a real context and on which a written report is produced and delivered; also, an oral presentation in class is made for evaluation.

OBS: This course is not taught in English.

Bibliography

Recommended Bibliography:

• Carvalho, J. C. (2020). Negociação (6ª ed.). Sílabo.
• Carvalho, J. C. (2010). Negociação para (In)competentes Relacionais (2ª ed.). Sílabo.
• Rego, A. (2016). Comunicação Pessoal e Organizacional: Teoria e Prática (4ª ed.). Sílabo.

 

Complementary Bibliography:

• Clampitt, P. G. (2001). Communicating for managerial effectiveness. Sage.
• Cloke, K., & Goldsmith, J. (2011). Resolving Conflicts at Work: Ten Strategies for Everyone on the Job (3^rd ed.). Wiley.
• Corvette, B. A. (2006). Conflict Management: A Practical Guide to Developing Negotiation Strategies. Prentice Hall.
• Cunha, M. P., Lopes, M. P., Rego, A., & Ceitil, M. (2007). Organizações positivas: Manual de Trabalho e Formação. Sílabo.
• Cunha, M. P., Cunha, R. C., Rego, A., Neves, P., & Cabral-Cardoso, C. (2016). Manual de comportamento organizacional e gestão (8ª ed.). Editora RH.
• Jesuíno, J. C. (1992). A Negociação: Estratégias e táticas. Texto Editora.
• Sander, P. (2019). Negociação - Tudo o que Precisa Saber. Jacarandá.
• https://www.pon.harvard.edu/daily/negotiation-training-daily/negotiation-books-a-negotiation-reading-list
• Other resources that will be indicated throughout the semester.

OBS: This course is not taught in English.