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Presentation
Presentation
In this course unit, the subject of presentation and negotiation techniques is addressed with the aim of ensuring that the Commercial Manager professional understands the concepts, their practical importance, and the interrelationship between these topics.
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Class from course
Class from course
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Degree | Semesters | ECTS
Degree | Semesters | ECTS
Bachelor | Semestral | 4
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Year | Nature | Language
Year | Nature | Language
2 | Mandatory | Português
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Code
Code
ULP6623-24360
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Prerequisites and corequisites
Prerequisites and corequisites
Not applicable
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Professional Internship
Professional Internship
Não
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Syllabus
Syllabus
1. Introduction 1.1 The importance of information on the organization's overall strategy 1.2 The information in context of people management strategies 1.3 Types of information 1.4 Principles and techniques of information 1.5 Information instruments 1.6 The Web as a communication and information tool (research, production and dissemination of content) 2. The Information 2.1 The construction of an information plan 2.2 The elements of the physical and technological support 2.3 The implementation and evaluation of the plan 2.4 The information systems in human resources management 3. Negotiation 3.1 The negotiation process 3.2 Negotiation and organizational culture 3.3 The trading styles and attitude to assume 4. Conflict management
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Objectives
Objectives
The objectives of the curricular unit are: 1. Understand the principles and objectives of information systems for management 2. Describe the communication process and identify the types and functions of the image in the message illustration. 3. To frame information in human resources management strategies. 4. Identify the company's information system, in order to equate the behavioral and organizational dimensions. 5. Introduce web tools as a communication and information tool. 6. Understand the concept of negotiation, as a process of organizational culture development. 7. Describe the different styles of negotiator and the attitudes to be developed towards them. At the end of the course, students should be able to analyze situations, diagnose problems and decide based on examples of business reality.
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Teaching methodologies and assessment
Teaching methodologies and assessment
The evaluation methodology is based on expository and active methods. The expository methodologies are used to transmit the basic knowledge of the curricular unit, while the active methodologies will be implemented through the performance of exercises and/or practical works where the ability of students to work in groups is stimulated, favoring the deepening of the themes in a motivating perspective their creativity and at the same time the application of the acquired knowledge.
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References
References
Weiss, J. (2020). The Book of Real-World Negotiations - Successful Strategies From Business, Government, and Daily Life. New York: John Wiley & Sons Inc. ISBN: 9781119616191. 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.
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Office Hours
Office Hours
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Mobility
Mobility
No
