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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

Adélia Borges

HR Group Support Manager
Euroconsumers
Programa de Especialização em Negociação
"(...)very practical sessions where the dynamics of the exercises and the excellence of Prof. João Matos make learning a pleasure and a capital gain that consciously we can use in our day to 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