Corporate Negotiation and Influence

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.

Course aim

The main purpose of this course is to enable students to better understand and use negotiation and influence to achieve goals in corporate contexts.

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: (Students from Iscte partner universities - 1 000€)

The programme on campus fee includes:
• Tuition;
• Course materials;
• Team Building event;
• Use of the library, PC labs and Iscte facilities;
• Public transportation card in Lisbon;
• Airport pick-up service (if requested);
• Welcome lunch and farewell session,
• Transcript of Records or Certificate of attendance (in case the student does not complete the course with success).

Some leisure activities, such as visits to museums and trips outside Lisbon, are not included in this fee and are paid upon arrival in Lisbon.

Scholarships

Unfortunately, there is no scholarship available for our summer schools but we can recommend you to look for scholarship programmes online.