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24 Setembro 2020, 18:00 • Rita Sousa

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Commitments and Alternatives in the final part of the negotiation

Negotiation Tactics and ethics in negotiations;

Course Wrap-up

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23 Setembro 2020, 18:00 • Rita Sousa

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Relationship, Process and Communication as relevant tools besides substance

Interests are the raw materials for negotiations

Options and Legitimacy in the search of an agreement;

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22 Setembro 2020, 18:00 • Rita Sousa

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Preparation as a key element in negotiations; Relationship, Process and Communication as relevant tools besides substance

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21 Setembro 2020, 18:00 • Rita Sousa

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

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15 Setembro 2020, 18:00 • Rita Sousa

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Negotiation: main concepts and issues: Negotiation Main Phases, Negotiation Main Elements, Positions, Interests, BATNA and Reservation Prices, ZOPA, Pareto Efficiency, Decision Trees, Aspirational Value