IPLUSO 18852

Leadership and Negotiation Skills

• ApresentaçãoPresentation

  The curricular unit of leadership and negotiation techniques is part of the course of Administrative Management of Human Resources. It aims to provide the students with knowledge on how leadership becomes relevant to the management of companies and the role of the area of human resources in the management of this factor of leadership and its impact on the success and sustainability of organizations. This unit also covers concepts and techniques of negotiation that are crucial for the area of human resources. Along with these principles of leadership and negotiation, it also intends to stimulate the thinking capacity in this area.
• ProgramaProgramme

  Theories of leadership. Styles of negotiation. Fundamental elements of negotiation. Stages of negotiation. modes of negotiation. Negotiation strategies.
• ObjectivosObjectives

  To understand how leadership has an impact in organizations. To acquire knowledge on the different styles of leadership. To be able to understand how to adapt the styles of leadership to the different stages of organizations. To understand the role of negotiation in human resources management. To know the main elements and stages of negotiation. To know and to be able to apply different negotiation strategies.
• BibliografiaBibliography

  Cunha, M. P., Rego, A. (2020). "Liderar no Novo Normal". Edições Sílabo. ISBN: 978-989-561-137-9 Rees, G.; French, R. (2016). "Leading, Managing and Developing People". 5ed, CIPD. Simões, E. (2023). "Negociação ? Fundamentos, Competências e Prática". Edições Sílabo. ISBN: 978-989-561-326-7 Korobkin, R. (2014). "Negotiation Theory and Strategy". 3ed, Wolters Kluwer.  
• MetodologiaMethodology

  The students will be working on projects related to real-life leadership and negotiation situations, providing them with a more profound and contextualised learning experience. Group work involves a simulation/role-playing: allowing the students to experience real-life negotiation scenarios, and assisting them in understanding the dynamics and strategies involved. Peer-to-peer learning: encouraging discussions and assignments where students can learn from one another, sharing experiences and diverse perspectives. Reflection sessions: Following simulations and role-playing activities, there are moments of reflection where students can discuss what worked, what didn?t, and how they can improve. Problem-based learning: presenting students with genuine negotiation and leadership challenges so they can propose solutions, applying theories and techniques learnt in the curriculum unit.
• LínguaLanguage

  Português
• TipoType

  Semestral
• ECTS

  2
• NaturezaNature

  Mandatory
• EstágioInternship

  Não