Sumários

Closure. Ethics

27 Fevereiro 2025, 14:00 Pedro 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

21 Fevereiro 2025, 14:00 Pedro Fontes Falcão


Interests are the raw materials for negotiations.

Strategic Approach to Negotiation

20 Fevereiro 2025, 14:00 Pedro 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

14 Fevereiro 2025, 14:00 Pedro Fontes Falcão


Preparation as a key element in negotiations;

Relationship, Process and Communication as relevant tools besides substance

 

Negotiation: main concepts and issues

7 Fevereiro 2025, 14:00 Pedro Fontes Falcão


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