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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) 215 906 007

More Information

20th Edition (in-person)*: stars on November 8th, 2021

*Applications open until November 1st, 2021

This program will be taught in portuguese

Classes: Monday, from 9:30am to 1:15pm and from 2:45pm to 6:30pm

Duration: 5 weeks | total of 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) 215 906 007

More Information

20th Edition (in-person)*: stars on November 8th, 2021

*Applications open until November 1st, 2021

This program will be taught in portuguese

Classes: Monday, from 9:30am to 1:15pm and from 2:45pm to 6:30pm

Duration: 5 weeks | total of 37,5 hours

Applications

Program Direction

João Matos

Testimonial

António Faria Fernandes

Diretor, Square Asset Management
Programa de Especialização em Negociação
"The way it was structured, showing the high technical qualification of its coordinator, Prof. João Matos, coupled with his motivational and human qualities, made Negotiation 7 an absolutely fundamental tool to improve my professional skills."

Related Events

08
Nov
09:30
Negotiation Specialization Program (NEGOTIATION)

Negotiation Specialization Program

Católica Lisbon School of Business & Economics

LisboaLisboa1649-023
Portugal
ALTA DIGITAL