The program has the duration of 6 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

Follow-Up

- Peer-Consultation
- Negotiation's Language: How to have Difficult Conversations

Contacts

Executive Education - Open Programs

Tânia Sousa

E-mail: tania.sousa@ucp.pt

Phone: (+351) 217 227 801

 

Testimonial

Nuno Amado

Chairman of the Executive Commission
Banco Santander Totta
Programa de Especialização em Negociação
"(...)updating and finding innovative ways to manage are today critical factors to all our organizations."