3 July 2020
Corporate Negotiation and Influence
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.
Prof. Pedro Falcão
PhD in Management (Negotiation), ISCTE-IUL
MBA Harvard University Specialization area: Negotiation
Bachelor level students
The main purpose of this course is to enable students to better understand and use negotiation and influence to achieve goals in corporate contexts.
Usually the evaluation is based on class participation, individual / group work and a final test but this may vary from programme to programme. Therefore, we recommend you to check each programme syllabus to see the grading system that is applied.
For those who successfully complete the course (get approval on their programme and do not miss more than 20% of the classes) an Academic Transcript will be issued. This transcript will indicate the total of hours, the ECTS credits earned and the respective grade in ECTS scale. For those who failed the course, a Certificate of Attendance will be given.
EUR 1150: (Students from Iscte partner universities - 1 000€)
The programme on campus fee includes:
Use of the library, PC labs and Iscte facilities;
Public transportation card in Lisbon;
Airport pick-up service (using public transportation);
Welcome lunch and farewell session,
Transcript of Records or Certificate of attendance (in case the student does not complete the course with success).
Leisure activities, such as visits to museums and trips outside Lisbon, are not included in this fee and are paid upon arrival in Lisbon.
Unfortunately, there is no scholarship available.