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IPLUSO 24360

Presentation and Negociation Techiques

Commercial Management
  • ApresentaçãoPresentation
    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.
  • ProgramaProgramme
    1. Communication and Information in Organisations 1.1 The role of information and communication in the organisation's overall strategy 1.2 Communication and information in the context of people management strategies and labor relations 1.3 Information and communication in human resource management 2. Presentation Techniques 2.1 Types of information and messages: audience, purpose, and context 2.2 Principles and techniques of presentation and persuasive communication 2.3 Presentation tools and media 3. Digital Media and Presentation Plan 3.1 The Web and digital media as communication and presentation tools 3.2 Building a communication and presentation plan, implementation, and evaluation 4. Negotiation 4.1 The negotiation process 4.2 Negotiation and organisational culture 4.3 Negotiation styles and attitudes to be adopted towards them 5. Labor Negotiation and Conflict Management 5.1 Labor and Collective Negotiation The impact of conflict management on labor relations.
  • ObjectivosObjectives
    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.
  • BibliografiaBibliography
    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. Serra, Paulo & Canavilhas, João (2009). Informação e persuasão na web, Livros LabCom Books. Simões, Eduardo (2023). Negociação - Fundamentos, Competências e Prática. Edições Sílabo  
  • MetodologiaMethodology
    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.
  • LínguaLanguage
    Português
  • TipoType
    Semestral
  • ECTS
    4
  • NaturezaNature
    Mandatory
  • EstágioInternship
    Não