Bargaining, Motivation And Leadership Techniques

Presentation

- Understand the importance of the main negotiation phases - Understand the methods of resolution most used by organizations to deal with conflicts - Define and deepen the main concepts of negotiation, motivation and leadership, as well as knowing how to articulate each other - Identify which leadership behaviors are best suited to situational characteristics

Part of this Programme

Business Management

Level of Qualification|Semesters|ECTS

| Semestral | 5

Year | Type of course unit | Language

2 |Mandatory |Português

Code

ULHT72-4178

Recommended complementary curricular units

Não aplicável.

Prerequisites and co-requisites

n/a

Professional Internship

Não

Syllabus

I. Negotiation - Methods of conflict resolution, conflict resolution levels and conflict management styles - Main stages of negotiation - Business approaches - The negotiation process II. Motivation - The importance of individual and group motivation - Theories of motivation - Motivation and productivity - Group and team behavior - Communication - Decision making

III. Leadership - Nature of Leadership - Leadership and Management - Leadership Styles - Leadership Models

Objectives

In the scope of the Negotiation the unit intends to familiarize the students with the main business approaches. In the ambit of Motivation to highlight the interactions of the individual in increasingly diverse and demanding environments and to enhance individual capacities for effective performance. In the Leadership component, highlight the importance of the Leadership process in the successful management of people and organizations, identify the different leadership styles and their effectiveness depending on the situations.

Teaching methodologies and assessment

The methodology of teaching is based on an expositive logic in what concerns to conceptual subjects, but the practical component is more developed as well as the research attitudes and the incorporation of personal and group experience are encouraged. The process of continuous assessment - Test (50%) and Practical Work (50%)

References

Falcão, P. (2018). Todos Podemos Negociar Bem! Conceitos, estratégias e exemplos práticos de gestores de sucesso , Edição Texto Editores.

Reis, F. (2018). Manual de Gestão das Organizações Teoria e Prática , Edições Silabo.

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