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The program has the duration of 5 complete days, distributed by a limited number of weeks, which allows to simultaneously maintain the intensive character of the program but also to conciliate it with a highly demanding professional schedule.

Theme 1: Fundamentals of Negotiation - 7,5h

- Preparing and Planning a Negotiation
- Division of the Negotiation Cake (Distributive Strategies)
- Increasing the Negotiation Cake (Integrative Strategies)

Theme 2: Negotiating with Reason and Emotion - 7,5h

- Biases of Reason and Emotion
- Ethics, Lies, and Negotiation
- Using Emotions to Better Negotiate

Theme 3: Overcoming Obstacles and Difficulties in Negotiation - 7,5h

- Negotiating with Difficult People and in Situations of Weakness
- Fundamental Principles of Persuasion
- Influence Strategies in Negotiation

Theme 4: Managing and Solving Conflicts - 7,5h

- Three Options to Deal with Conflicts: Power, Rights, and Interests
- Conflicts between Associates, Teams, and Departments
- Alternative Resolution of Lawsuits by Mediation and Arbitrage

Theme 5: Negotiation Situations of High Complexity - 7,5h

- Auctions, Coalitions, and Negotiations
- Government, Cultures, and other Complications

Contacts

Executive Education - Open Programs

Miguel Bugalho

E-mail: miguel.bugalho@ucp.pt

Phone: (+351) 217 227 801

Testimonial

João Gonçalves Pereira

Deputy
Assembleia da República
Programa de Especialização em Negociação
"The mainstreaming of the material, the timeliness of the information presented and the ongoing dynamism of Prof. João Matos classes, reflect the standard of excellence of Executive Education of the CATÓLICA-LISBON(…)"
ALTA DIGITAL