Negotiation
Objectives
This course offers a strategic and integrated
perspective about how to prepare and how to deal with different types of
negotiating situations when the objective is to build a constructive and
cooperative relationship that favors value creation. Building from simple to
complex negotiations, the course provides an analytical framework that allows
participants to understand their negotiating situation, the tactics that are
available given the situation, and the array of moves that can be employed to
improve their prospects by changing the situation. The negotiation capabilities
of participants are developed through the combination of lectures, group
discussions and actual negotiation exercises conducted by participants.
General characterization
Code
14210
Credits
2
Responsible teacher
Luís Almeida Costa
Hours
Weekly - Available soon
Total - Available soon
Teaching language
Portuguese | English
Prerequisites
Available soon
Bibliography
• Dierickx, I., “Price Negotiations - The
Distributive Dimension of Bargaining”, 2008, mimeo.
• Schelling, T., “Bargaining, Communication and Limited War”, em The Strategy
of Conflict, Harvard University Press, Cambridge, Massachusetts, 1980, págs.
53-80.
• Schelling, T., “An Essay on Bargaining”, em The Strategy of Conflict, Harvard
University Press, Cambridge, Massachusetts, 1980, págs. 21-52.
• Sebenius, J.K., “Six Habits of Merely Effective Negotiators”, Harvard
Business Review, Abril 2001, págs. 87-95.
Casos
• Episy
• CP France-MégaMarché
Teaching method
This course develops the negotiation skills of
participants through a carefully controlled combination of lectures, group discussions,
negotiation exercises carried out by participants.
Evaluation method
The assessment of this curricular unit is done together with the block of curricular units of the same area of knowledge. This assessment has 3 moments, which together define the final grade of the curricular unit:
• Individual exam with a weighting of 50% of the total mark
• Group work with a weighting of 35% of the total grade value
• Individual reflection-action exercise carried out at the end of the curricular unit, with a weighting of 15% of the total grade value. The set of individual action-reflection exercises is a journaling activity, which will constitute, at the end, a learning portfolio capable of synthesising the contributions of the Executive Master for that student.
Subject matter
Session I – PRICE NEGOTIATIONS
In this session, we discuss the typical challenges associated with price
negotiations and analyze how to position a negotiation to our advantage. Some
of the issues discussed are: How to prepare a negotiation? How to open a
negotiation? How to react to different types of offers? How to manage our
concession pattern? How to resist demands for concessions? What is the role of
arguments in a negotiation?
Session II – PACKAGE DEALS
In this session, we identify the problems that negotiators typically face in implementing
a package deal approach and discuss how to overcome those difficulties. Some of
the topics analyzed are: How to build a negotiable agenda? How to deal with
different types of issues? How to deal with the negotiation process to build a
constructive and cooperative atmosphere that favors value creation? How to
avoid processes of escalation of conflict?
Programs
Programs where the course is taught: