IPLUSO 15491

Negotiation and Sales Techniques

• ApresentaçãoPresentation

  The curriculum unit on negotiation and sales techniques falls within the Commercial Management and Sales course. It aims to equip students with knowledge of how negotiation and sales are pivotal factors in managing businesses and commercial operations. This curriculum unit also addresses concepts and techniques of negotiation essential in the commercial field. Alongside these principles of negotiation and sales, the team also seeks to stimulate reflective capacity and critical thinking in this domain.
• ProgramaProgramme

  Communication The communication process Communication techniques Web communication supports Negotiation The negotiation process Team leadership Negotiation and organizational culture Negotiation styles and attitudes to adopt towards them Sales Techniques Identifying motivations and needs Analysis and evaluation of possible solutions Demonstrating the solution Finalisation Post-sale communication and support Conflict Management Case Studies
• ObjectivosObjectives

  Introduce and outline communication techniques. Characterise the negotiation process. Present team leadership techniques. Identify the needs and motivations of the customer. Describe the communication process in sales. Apply negotiation techniques. Identify the stages of a sale's life cycle.
• BibliografiaBibliography

  Cialdini, R. B. (2021). Influence, new and expanded: The psychology of persuasion. Harper Business. Blount, J. (2021). Sales EQ: How ultra high performers leverage sales-specific emotional intelligence to close the complex deal. Wiley. Thompson, L. L. (2021). The truth about negotiations (3rd ed.). Pearson Education. Voss, C., & Raz, T. (2021). Never Split the Difference: Negotiating as if your life depended on it. Harper Business
• MetodologiaMethodology

  The students will be working on projects related to real-life negotiation and sales situations, offering them a deeper and contextualised learning experience. Group work involves simulation/role-playing: allowing students to experience real negotiation scenarios, and helping them understand the dynamics and strategies involved. Peer-to-peer learning: fostering discussions and tasks where students can learn from each other, sharing experiences and different perspectives. Reflection sessions: After 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: challenging students with real-world sales negotiation issues, encouraging them to propose solutions using theories and techniques taught in the curriculum unit.
• LínguaLanguage

  Português
• TipoType

  Semestral
• ECTS

  5
• NaturezaNature

  Mandatory
• EstágioInternship

  Não