Become an Outstanding Negotiator: From Experience to Expertise

Good negotiators aren’t born, they are made!

True mastery in negotiation isn’t achieved through practice alone. It requires a deep understanding of why certain strategies work at the negotiation table.

The Negotiation Specialization Program at CATÓLICA-LISBON is designed for professionals who want to move from intuition to strategy, mastering advanced techniques that ensure superior and sustainable results.

Is your experience enough?

Questions like these arise daily in the business world:

  • Should you make the first offer or wait for the other party to move first?
  • In multi-issue negotiations, is it more effective to negotiate item by item or all at once?
  • Should the proposal come before the justification, or the other way around?

 

If you’ve faced questions like these, imagine the challenges when:

  • You’re at a clear disadvantage in a negotiation;
  • You’re dealing with multicultural contexts and international negotiations;
  • You have multiple stakeholders at the table with conflicting interests.

 

Here is where specialization makes all the difference.

What will you find in this program?


This program offers a solid foundation in strategic and advanced negotiation, with a strong focus on immediate practical application. Through interactive methodologies, case studies, and real-life simulations, you will develop the confidence and agility needed to negotiate effectively in any scenario.
keyboard_arrow_up Topic 1: The Fundamentals of Negotiation – 7.5 hours
1) Preparation and Planning of a Negotiation
2) Dividing the Negotiation Pie (Distributive Strategies)
3) Expanding the Negotiation Pie (Integrative Strategies)

Faculty:

 
keyboard_arrow_up Topic 2: Negotiating with Reason and Emotion – 7.5 hours
1) Biases of Reason and Emotion
2) Ethics, Lies, and Negotiation
3) Using Emotions to Negotiate More Effectively

Faculty:

 
keyboard_arrow_up Topic 3: Overcoming Obstacles and Difficulties in a Negotiation – 7.5 hours
1) Negotiating with Difficult People and in Weak Positions
2) Fundamental Principles of Persuasion
3) Influence Strategies in Negotiation

Faculty:

 
keyboard_arrow_up Topic 4: Managing and Resolving Conflicts – 7.5 hours
1) Three Options for Handling Conflicts: Power, Rights, and Interests
2) Conflicts among Colleagues, Teams, and Departments
3) Alternative Dispute Resolution through Mediation and Arbitration

Faculty:

 
keyboard_arrow_up Topic 5: High-Complexity Negotiation Situations – 7.5 hours
1) Auctions, Coalitions, and Negotiations
2) Government, Cultures, and Other Complications

Faculty:

 

Direção do Programa

 

João Matos

João Matos

João has been a professor at CATÓLICA-LISBON since 1995, focusing on negotiation, conflict management, interpersonal communication, and persuasion. He has extensive experience in executive training, delivering both in-person and online seminars for various national and international companies and organizations.

He has received the Distinguished Teaching award from CATÓLICA-LISBON multiple times and is the coordinator of the “Specialization Program in Negotiation,” which has completed more than 25 editions. He holds a degree in Management and an MBA from CATÓLICA-LISBON and has certifications from Kellogg School of Management, Harvard Law School, and Haas School of Business. He is a regular contributor to Observador and a speaker at CATÓLICA-LISBON webinars.

 
 

Testimonials:

Contact the program manager:

Tânia Sousa

Email: tania.sousa@ucp.pt
Phone: (+351) 217 227 801

Book a call with me