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Corporate Negotiation and Influence

ISCTE-University Institute of Lisbon
Lisbon
English
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1,150 EUR excl. VAT

Program description

Corporate Negotiation and Influence

The main purpose of this course is to enable students to better understand and use negotiation and influence to achieve goals in corporate contexts. At the end of the course, the participants will manage the concepts and basic elements of negotiation and influence in intra-organizational and inter-organizational contexts; identify and learn how to manage the negotiation steps in a win-win perspective to acknowledge and explore corporate cooperation opportunities; and to identify and use negotiation and influence tactics.

Program content

Objectives:

The main purpose of this course is to enable students to better understand and use negotiation and influence to achieve goals in corporate contexts. At the end of the course , the participants will manage the concepts and basic elements of negotiation and influence in intra-organizational and inter-organizational contexts; identify and know how to manage the negotiation steps in a win-win perspective To acknowledge and explore corporate cooperation opportunities; and to identify and use negotiation and influence tactics.

Programme:

  1. Negotiation and influence: main concepts and elements;
  2. Strategic Approaches to Negotiation
  3. Negotiation main win-win steps
  4. Negotiation and influence impacts on corporate strategy
  5. Co-opetition and corporate cooperation opportunities
  6. Negotiation and Influence tactics

Assessment:

Group project: 50%.

Exam: 40%.

Class participation and attendance: 10%

Teaching Method:

This programme will be based on very participative classes in order to infuse reality into the classroom experience and give students practice in sharing their own views.

Reading:

  • Slides from classes
  • Papers and articles (supplied before the classes)

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About this institute

ISCTE-University Institute of Lisbon

ISCTE-University Institute of Lisbon

Founded in 1972, the University Institute of Lisbon (ISCTE-IUL) is one of the most prestigious public universities in Portugal, particularly focused on postgraduate studies and scientific research. It is organized in four schools: ISCTE Business School, School of Sociology and...


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Contact info

ISCTE-University Institute of Lisbon

Avenida das Forças Armadas
1649-026 Lisboa
Portugal

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www.iscte-iul.pt

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Want to know more about Corporate Negotiation and Influence? Fill out the following form and we'll pass your details on to a representative from the school, who will respond to your enquiry.

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