Sumários
23 Abril 2026, 13:00
•
Ricardo Borges Rodrigues
- power, threat & communication (continuation)
- mood, emotional regard and negotiation outcomes
- anger, threat, poise and negotiation outcomes
- Negotiation Exercise III - The Ugli Oranges
16 Abril 2026, 13:00
•
Ricardo Borges Rodrigues
- group assignement orientations
- Communication Processes in Negotiation
- Evidence on the outcome of tactics/strategies frequencies and sequences, and negotiation stages
- the role of power, threat, and communication in negotiaton: exercise based on Deutsch & Krauss (1962) study
26 Março 2026, 13:00
•
Ricardo Borges Rodrigues
- The distributive and integrative model of negotiation
- Positional vs. principled negotiation
- BATNA & ZOPA: definitions
- BATNA and ZOPA as Power in negotiation
- Negotiation behavior classification - a taxonomy on tactics and strategies
- Exercises on the Bamara Border Dispute Negotiation
16 Março 2026, 15:30
•
Ricardo Borges Rodrigues
- the Bamara Border Dispute Negotiation Exercise: negotiation (round 1, 2, 3)
16 Março 2026, 13:00
•
Ricardo Borges Rodrigues
- the Bamara Border Dispute Negotiation Exercise: preparation
