Negotiation

Code

2347

Academic unit

Faculdade de Economia

Department

Área de Ensino

Credits

3.5

Teacher in charge

Luís Miguel Tavares de Almeida Costa

Teaching language

Inglês

Objectives

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.

Subject matter

Elements of decision analysis, introduction to competitive bidding, distributive bargaining, bargaining under uncertainty and integrative bargaining.

Courses

• Economia
• Finanças
• Gestão