ISLA Santarém 15491

Negotiation and Sales Techniques

• ApresentaçãoPresentation

  The objectives of the course unit are: To describe the communication process and identify the types and functions of images in illustrating messages. To define the concept of negotiation as a process of developing organizational culture. To identify the different styles of negotiators and the attitudes to be developed for each. To portray the various contextual elements in the effectiveness of negotiation results. To develop the ability to frame Leadership and Negotiation in the current social, political, and economic context, as well as to develop observation, analysis, and intervention skills in organizational contexts. To develop leadership skills in oneself and in the employees of the organizations where one works.
• ProgramaProgramme

  1. Introduction 1.1 Information within the organisation's overall strategy 1.2 Information in the context of people management strategies 2. Information 2.1 Developing an information plan 2.2 Physical and technological support elements 2.3 Implementing and evaluating the plan 2.4 Information systems in human resource management 3. Communication 3.1 The communication process 3.2 Communication techniques 4 Leadership in a globalised and highly competitive environment 4.1. Leading externally 4.2. Leading internally 5. Negotiation 5.1 The negotiation process 5.2 Team leadership 5.3 Negotiation and organisational culture 5.4 Negotiation styles and how to respond to them 6. Conflict management 7. Practical cases 
• ObjectivosObjectives

  - Describe the communication process and identify the types and functions of images in illustrating the message. - Define the concept of negotiation as a process of developing organisational culture. - Identify the different styles of negotiators and the attitudes to develop towards them. - Describe the various contextual elements that influence the effectiveness of the negotiation outcome.  - Develop the ability to frame Leadership and Negotiation in the current social, political and economic context, as well as develop observation, analysis and intervention skills in organisational contexts. - Develop leadership skills, both in yourself and in the employees of the organisations where you work.
• BibliografiaBibliography

  Camilo, Eduardo (2010) Ensaios da Comunicação Estratégica, LabCom Books. Carvalho, J. C. (2004). Negociação, Lisboa, 1ª edição, Edições Sílabo. Carvalho, J. C. (2010). Negociação para (In)competentes Relacionais, Lisboa, 2ª edição, edições Sílabo Serra, Paulo & Canavilhas, João (2009). Informação e persuasão na web, Livros LabCom Books
• MetodologiaMethodology

  In Person: The learning methodology will be based on problems/projects (Project-Based Learning) integrating theoretical and practical concepts in the classroom context with the use of Gamification Software (Kaoot; Mentimeter). Independent: Students will have permanent access to content available on the institution's collaborative and learning platforms (Moodle) as support materials for the proposed methodologies. The course will be taught in Portuguese.
• LínguaLanguage

  Português
• TipoType

  Semestral
• ECTS

  5
• NaturezaNature

  Mandatory
• EstágioInternship

  Não
• AvaliaçãoEvaluation

  Descrição dos instrumentos de avaliação (individuais e de grupo) ¿ testes, trabalhos práticos, relatórios, projetos... respetivas datas de entrega/apresentação... e ponderação na nota final.

  Exemplo:

  Descrição	Data limite	Ponderação
  Teste de avaliação	dd-mm-yyyy	50%
  Portfolio	dd-mm-yyyy	50%
  (...)

   

  Adicionalmente poderão ser incluídas informações gerais, como por exemplo, referência ao tipo de acompanhamento a prestar ao estudante na realização dos trabalhos; referências bibliográficas e websites úteis; indicações para a redação de trabalho escrito...