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
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;
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