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Specialization Program in Negotiation


Executive Education - Open Programs

Tânia Sousa


Phone: (+351) 217 227 801


More Information

14th edition: started on May 14th, 2018
Schedule: download here

15th edition: starts on November 12th, 2018
Schedule: download here

*This program will be taught in portuguese

Classes: Mondays, from 2:30 p.m. to 6:15 p.m. and Tuesdays, from 9:15 a.m. to 1:00 p.m.

Duration: 37,5 hours


Program Description

Negotiating is quite a difficult task!

Moving from mere negotiating experience (knowing what has worked in the past) to specialization in negotiation (knowing why did it worked) is not an easy task, but it is critical for those who wish to overcome obstacles and achieve negotiating results of excellence.

However, is experience enough to make us expert negotiators? If so, experience should have a good answer for most of business dilemmas, such as:

  • In a negotiation, is it suitable to make an initial  proposal or is it better to wait for a proposal from the other party and then making a counteroffer?
  • In a negotiation that  involves several negotiating matters, is it preferable to negotiate question by question  or many questions simultaneously?
  • Who makes a business proposal should first present it and then justify it? Or instead, first present the reasons and only after the business proposal?

If we have difficulties with the matters above, which are common and basic in negotiation, what should be done when difficulties increase and situations become more challenging?

For instance, how to negotiate from a weakness position? Or how to deal with international negotiation? Or how to react when a number of stakeholders around the negotiating table increases significantly?

The Specialization Program in Negotiation aims to respond to these challenges by ensuring a solid training in advanced negotiation, and providing techniques with immediate and practical application.

Main Benefits

  • Master strategies to create and claim value in a negotiation;
  • Acquiring tools to establish lasting business relations;
  • Approaching negotiation not as threats but as opportunities;
  • Overcoming problems of reason and heart, by avoiding misunderstanding in negotiation;
  • Resolving conflicts through reconciliation of interests;
  • Effectively negotiate with difficult people;
  • Dealing with complex situations of negotiation.


In this program, an essentially practical and experience-based approach will be used, namely through negotiating simulations that will vary from one-to-one negotiations based on price to complex negotiations with several stakeholder and many issues to address. These simulations will be analysed in debriefing sessions in which participants will receive two types of feedback:

  1. Comments of other participants in the simulation;
  2. Comments of the professor on the analysis of  the negotiation results in plenary session.

Through this methodology, each participant will have an intense experience of negotiation moments, allowing them to draw general conclusions of negotiating situations they are confronted with in their daily life.

See below what the program coordinator and participants say about this program:



Ricardo Teixeira

Diretor Financeiro
Programa de Especialização em Negociação
"The structure and the content of the program, together with its methodology through role plays and sharing of experiences, allowed me to increase my knowledge in this area..."