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 know 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.

Course leader

Prof. Pedro Falcão

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

Target group

The summer programmes are available for students at bachelor or master level and those who are interested in having an international academic experience at ISCTE Business School.

Credits info

6 EC
Usually the evaluation is based on class participation, individual / group work and a final test but this may vary from programme to programme. Therefore, we recommend you to check each programme syllabus to see the grading system that is applied.

For those who successfully complete the course (get approval on their programme and do not miss more than 20% of the classes) an Academic Transcript will be issued. This transcript will indicate the total of hours, the ECTS credits earned and the respective grade in ECTS scale. For those who failed the course, a Certificate of Attendance will be given.

Fee info

EUR 1150: If the student withdraws the application before 31th May, 200€ of the amount paid will be retained by ISCTE and the rest refunded (bank fees charged will be borne by the student). In case of cancellation after 31th May no reimbursements can be made.

Scholarships

Unfortunately, there is no scholarship available for summer schools but we can recommend this website: http://www.scholarshipportal.eu/ where you may look for some financial support to come to Lisbon.