ISCTE Business School

Corporate Negotiation and Influence


The main purpose of this course is to enable students to better understand and use negotiation and influence to achieve goals in corporate contexts. At the end of the course, the participants will manage the concepts and basic elements of negotiation and influence in intra-organizational and inter-organizational contexts; identify and learn how to manage the negotiation steps in a win-win perspective to acknowledge and explore corporate cooperation opportunities; and to identify and use negotiation and influence tactics.

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Prof. Pedro Falcão

PhD in Management (Negotiation), ISCTE-IUL; 
MBA Harvard University Specialization area: Negotiation.