Become an Outstanding Negotiator: From Experience to Specialization

Great negotiators are not born - they are made!

True mastery in negotiation is not achieved through experience alone. It requires a deep understanding of the reasoning behind what works at the negotiation table.

The Negotiation Specialization Program at Católica-Lisbon SBE | Executive Education was designed for professionals who aim to move from intuition to strategy, mastering advanced techniques that deliver superior and sustainable results.

Is your experience enough?

Questions like these arise daily in the business world:

• Should you present the first offer or wait for the other party?
• In multi-issue negotiations, is it more effective to negotiate point by point or as a package?
• Should a proposal come before the justification, or the other way around?

If you have faced doubts like these, imagine the challenges when:

• You are at a clear disadvantage in a negotiation;
• You deal with multicultural contexts and international negotiations;
• Multiple stakeholders with conflicting interests are involved.

This is where specialization makes the difference.

Who is this program for:

• Professionals operating in demanding negotiation environments who want to enhance their performance;

• Senior managers and executives;

• Entrepreneurs and business owners;

• Sales and commercial directors;

• Project managers;

• Business consultants;

• Católica-Lisbon SBE alumni who wish to deepen their knowledge in negotiation.

What makes this program transformational:

• Master strategies to create and claim value in negotiations.

• Develop tools to build long-lasting negotiation relationships.

• Learn to use differences as opportunities in negotiation.

• Overcome the traps of reason and emotion through informed negotiation.

• Successfully resolve conflicts while aligning interests.

• Learn how to negotiate effectively with difficult people.

• Handle more complex negotiation situations with confidence.

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

Faculty

João Matos

João Matos

Professor at Católica-Lisbon SBE since 1995, focusing on negotiation, conflict management, interpersonal communication, and persuasion. He has extensive experience in executive education, teaching both in-person and online seminars for a wide range of national and international companies and organizations. He has received the Católica-Lisbon SBE Distinguished Teaching Award several times and coordinates the “Advanced Program in Negotiation”, now in its 22nd edition. Holding a degree in Management and an MBA from Católica-Lisbon SBE, he also completed executive education programs at Kellogg School of Management, Harvard Law School, and Haas School of Business. He regularly publishes articles in Observador and participates as a speaker in Católica-Lisbon SBE webinars.

Testimonials:

Contacte the program manager:


Rodrigo Vaz

E-mail: rvaz@ucp.pt
Telephone: +351 214 269 784

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