Sumários
14 Maio 2026, 13:00
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Ricardo Borges Rodrigues
- Salacuse model on culture and negotiation styles
- Intercultural competence and negotiation outcomes in intercultural contexts
7 Maio 2026, 13:00
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Ricardo Borges Rodrigues
- a process model on culture and negotiation
- cultural values and goals, power and information exchange
7 Maio 2026, 10:00
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Ricardo Borges Rodrigues
- culture and negotiation biases
- Fixed-pie bias and culture:
(1) Egocentric bias and self-construals
(2) Dispositionist bias
(3) Fundamental Attributions Error
- Implications for intercultural negotiators
23 Abril 2026, 13:00
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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
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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
