Teaching Methodologies
The teaching methodologies to be used will combine theoretical teaching in the approach to the themes, with practical application through
examples that illustrate them, practical cases for analysis and discussion, individual and group class exercises to encourage active
participation.
Audiovisual and digital media will be used to present the content in order to create interactivity and participation.
The teaching methods to be used will be: expository, interrogative and case studies, making it possible to reconcile the presentation and
analysis of concepts and theoretical approaches with active methodologies for student interaction, allowing confirmation of the content
learned with a strong approximation to real current organizational contexts.
Tools that facilitate learning and stimulate students will be used, making use of educational technology such as Kahoot, Socrative and
Mentimeter, among others.
Learning Results
Students will be able to understand and apply fundamental concepts of sales and commercial negotiation, planning effective strategies and
developing practical negotiation skills in diversified contexts, with emphasis on the international scenario.
The learning objectives (LO) are:
LO1: Understand the fundamental concepts of sales and negotiation, recognizing their importance in the international context.
LO2: Apply strategic sales planning, including setting targets and performance indicators (KPIs).
LO3: Develop skills in managing and motivating sales teams.
LO4: Identify and implement stages, strategies and tactics of the commercial negotiation process.
LO5: Analyze the challenges of intercultural negotiations and adjust approaches to different cultural contexts.
Program
Introduction to Sales Management and Negotiation
1.1 Fundamental concepts of sales and negotiation.
1.2 Differences between negotiation and sales: complementary roles.
1.3 The strategic importance of the commercial area in the context of international business.
2. Sales Planning and Management
2.1 Strategic commercial planning: setting targets and territories.
2.2 Performance indicators (KPIs) applied to sales.
2.3 Management and motivation of sales teams.
3. Negotiation
3.1 Concept, perspectives and areas of negotiation
3.2 Basic principles of commercial negotiation
3.3 The negotiation process: stages, types and phases
3.4 Negotiation effectiveness: strategies and tactics
3.5 Assertive communication in negotiation
4. Intercultural negotiation
4.1 Characteristics and challenges of intercultural negotiations
4.2. The importance of culture in international negotiations
4.3 Adapting strategies and tactics to diverse cultural contexts
Internship(s)
NAO
Bibliography
Brett, J. M. (2014). Negotiating globally: How to negotiate deals, resolve disputes, and make decisions across cultural boundaries (3rd ed.).
Wiley.
Carvalho, J. C. (2020). Negociação (6ª ed.). Edições Sílabo.
Carvalho, J. C. (2010). Negociação para (In)competentes Relacionais (2ª Ed.). Lisboa, Edições Sílabo.
Cunha, M. P., Rego, A., Cunha R. C., & Cardoso, C. (2016). Manual de Comportamento Organizacional e Gestão (8ª Ed). Lisboa, Editora
RH.
Jesuíno, J. C., (2003). A Negociação: Estratégias e Tácticas. Lisboa, Texto Editora
Lewicki, R. J., Barry, B., & Saunders, D. M. (2020). Negotiation (8th ed.). McGraw-Hill Education.
Rego, A. (2020). Comunicação Pessoal e Organizacional: Teoria e Prática (5ª Ed.). Lisboa, Edições Sílabo.