Tânia Sousa
E-mail: tania.sousa@ucp.pt
Phone: (+351) 217 227 801
Curriculum
Contacts
More Information
18th Edition (in-class format): started on November 9th, 2020 (SOLD-OUT)
Schedule: download here
19th Edition: to be confirmed
Schedule: available soon
This program will be taught in portuguese
Classes: Mondays, Wednesdays and Fridays, from 5:30 p.m. to 9:15 p.m.
Duration: 37,5 hours
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
More Information
18th Edition (in-class format): started on November 9th, 2020 (SOLD-OUT)
Schedule: download here
19th Edition: to be confirmed
Schedule: available soon
This program will be taught in portuguese
Classes: Mondays, Wednesdays and Fridays, from 5:30 p.m. to 9:15 p.m.
Duration: 37,5 hours
