Negotiation and Persuasion (2 º Sem 2019/2020)

1. Strategy in negotiation:
- Strategic commitments and optimal strategies;
- Valuation and exchange;
- Negotiation bundles/packages;
- Heuristics and most common biases.

2. Communication and persuasion:
- Conflict management and de-escalation;
- Relational aspects of negotiation;
- Principles of persuasion;
- Arguments.

3. Power dynamics in negotiation:
- Initial propositions and iterative convergence;
- One shot vs. repeated negotiations;
- Multiple party negotiation;
- Negotiation under asymmetric information;
- Cross cultural negotiation and agreement.