Class 7

2 Maio 2023, 15:30 • Rita Sousa

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- negotiation exercise: the Ugli Oranges

- discussion of the negotiation exercise outcomes

- positioned-based vs. principled negotiation

- distributive vs. integrative negotiation

Class 6

2 Maio 2023, 13:00 • Rita Sousa

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- the role of social-contextual and situational variables (solo vs. teams; caucusing), on negotiation outcomes

- Socio-psychological model on intractable conflicts

Class 5

18 Abril 2023, 13:00 • Rita Sousa

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- Bargaining / negotiation definitions

- The role of threat and communication in
negotiation outcomes

- group exercise: group simulation of the experiment testing the role of threat and communication on negotiation outcomes.

- Solo vs. team negotiations: impact on negotiation outcomes.

Class 4

14 Março 2023, 13:00 • Rita Sousa

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- Dual Concerns Theory

- An interactive analysis of Dual Concerns Theory

- Conflict Escalation: biases at work; stabilizing factors

Class 3

7 Março 2023, 13:00 • Rita Sousa

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- the 'bridge' negotiation game: examination of the outcomes through Interdependence Theory

(2) the principle of interaction

(3) the principle of transformation

(4) the principle of adaptation

- taking interdependence theory to the intergroup context

- group exercise fiollowed by discussion: what are the interdependence features of the Russia - Ukraine conflict?