Sumários

Closure. Ethics

5 Março 2026, 15:00 • Pedro Miguel Ribeiro de Almeida Fontes Falcão

Commitments and Alternatives in the final part of the negotiation

Negotiation Tactics and Influence roles in negotiations; Brief discussion of Ethics

Course Wrap-up

Interests

2 Março 2026, 14:00 • Pedro Miguel Ribeiro de Almeida Fontes Falcão

Interests are the raw materials for negotiations.

Strategic Approach to Negotiation

26 Fevereiro 2026, 14:00 • Pedro Miguel Ribeiro de Almeida Fontes Falcão

Strategic Approach to Negotiation: the negotiation dilemma of value capturing vs. value creation; win-win vs win-lose

Preparation, Relationship, Process and Communication

25 Fevereiro 2026, 15:00 • Pedro Miguel Ribeiro de Almeida Fontes Falcão

Preparation as a key element in negotiations;

Relationship, Process and Communication as relevant tools besides substance

 

Negotiation: main concepts and issues

6 Fevereiro 2026, 14:00 • Pedro Miguel Ribeiro de Almeida Fontes Falcão

Negotiation: main concepts and issues: Negotiation Main Phases, Negotiation Main Elements and concepts