Faculdade de Economia
Área de Ensino
Teacher in charge
Luís Miguel Tavares de Almeida Costa
To offer a strategic and integrated perspective of how to prepare and how to deal with different types of negotiating situations. To develop an analytic framework that will help students to understand their negotiating situation, the tactics that are available given the situation and the array of moves that can be employed to improve their prospects by changing the situation.
Elements of decision analysis, introduction to competitive bidding, distributive bargaining, bargaining under uncertainty and integrative bargaining.