Sumários

20 Maio 2025, 15:30 • Ricardo Borges Rodrigues

- Culture and negotiation biases

- Fixed-pie bias | Egocentric bias | Dispositionist bias

- Process model on influence of culture on negotiators’ judgments

- Cultural competence and negotiation

- Individual assessment of cultural competence

- Culture and negotiation styles

- Individual assessment of negotiation style

20 Maio 2025, 13:00 • Ricardo Borges Rodrigues

- Definition of negotiation as a process

- Definition of frequencies, sequences and stages in negotiation

- Quantitative coding of negotiation behavior

- Evidence on the effect of tactics frequencies and sequences in negotiation outcomes

6 Maio 2025, 15:30 • Ricardo Borges Rodrigues

- assessment to overview

- the role of teams in negotiation

6 Maio 2025, 13:00 • Ricardo Borges Rodrigues

- BATNA, Contributions and Power in Negotiation

- Quantitative Coding and Analysis of Negotiation Behavior (Tactics, Strategies and Sequences)

- Bamara Border Dispute Negotiation Analysis

8 Abril 2025, 15:30 • Ricardo Borges Rodrigues

Negotiation Exercise III - The Bamara Border Dispute

- Negotiation Rounds (1, 2 & 3)

- Discussion of the negotiation outcomes and identification of critical moments and shifts