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Executive Education

  1. Executive Education
  2. Open Programs
  3. Specialization Program in Negotiation
  4. Curriculum

Curriculum

Contacts

Executive Education - Open Programs

Tânia Sousa

E-mail: tania.sousa@ucp.pt

Phone: (+351) 217 227 801

More Information

17th edition*: starts on November 25th, 2019

Schedule: download here

*Applications open until November 04th, 2019

This program will be taught in portuguese

Classes: 5 full days, from 9:30 a.m. to 1:15 p.m. and from 2:45 p.m. to 6:30 p.m.

Duration: 37,5 hours

Applications

João Matos, Program Director, details the contents of the program:

 

The program has the duration of 5 complete days, distributed by a limited number of weeks, which allows to simultaneously maintain the intensive character of the program but also to conciliate it with a highly demanding professional schedule.

Theme 1: Fundamentals of Negotiation - 7,5h

- Preparing and Planning a Negotiation
- Division of the Negotiation Cake (Distributive Strategies)
- Increasing the Negotiation Cake (Integrative Strategies)

Theme 2: Negotiating with Reason and Emotion - 7,5h

- Biases of Reason and Emotion
- Ethics, Lies, and Negotiation
- Using Emotions to Better Negotiate

Theme 3: Overcoming Obstacles and Difficulties in Negotiation - 7,5h

- Negotiating with Difficult People and in Situations of Weakness
- Fundamental Principles of Persuasion
- Influence Strategies in Negotiation

Theme 4: Managing and Solving Conflicts - 7,5h

- Three Options to Deal with Conflicts: Power, Rights, and Interests
- Conflicts between Associates, Teams, and Departments
- Alternative Resolution of Lawsuits by Mediation and Arbitrage

Theme 5: Negotiation Situations of High Complexity - 7,5h

- Auctions, Coalitions, and Negotiations
- Government, Cultures, and other Complications

Contacts

Executive Education - Open Programs

Tânia Sousa

E-mail: tania.sousa@ucp.pt

Phone: (+351) 217 227 801

More Information

17th edition*: starts on November 25th, 2019

Schedule: download here

*Applications open until November 04th, 2019

This program will be taught in portuguese

Classes: 5 full days, from 9:30 a.m. to 1:15 p.m. and from 2:45 p.m. to 6:30 p.m.

Duration: 37,5 hours

Applications

Program Direction

João Matos

Testimonial

Nuno Sanches Osório

Administrador CP
Comboios de Portugal, EPE
Programa de Especialização em Negociação
"It is a compulsory attendance program that gives results from the very first day."

Related Events

25
Nov
09:30
Negotiation Specialization Program (NEGOTIATION)

Specialization Program in Negotiation

Católica Lisbon School of Business & Economics

LisboaLisboa1649-023
Portugal
ALTA DIGITAL