Sumários
26 Março 2026, 13:00
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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
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Ricardo Borges Rodrigues
- the Bamara Border Dispute Negotiation Exercise: negotiation (round 1, 2, 3)
16 Março 2026, 13:00
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Ricardo Borges Rodrigues
- the Bamara Border Dispute Negotiation Exercise: preparation
12 Março 2026, 13:00
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Ricardo Borges Rodrigues
- concepts of conflict escalation and intractable conflict;
- Model of the Psychological Foundations of Intractable Conflicts (key assumptions, variables and processes)
5 Março 2026, 13:00
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Ricardo Borges Rodrigues
- Interdependence Theory: the prisioner's dilemma game
- theoretical approaches to conflict and negotiation
- cooperation theory and dual concerns model
- exercise: self-assessment of conflict management strategies
- evidence on the outcomes of conflict management strategies
