Negotiation and the European Union

Year
0
Academic year
2022-2023
Code
01019997
Subject Area
Área Científica do Menor
Language of Instruction
Portuguese
Mode of Delivery
Face-to-face
Duration
SEMESTRIAL
ECTS Credits
6.0
Type
Elective
Level
1st Cycle Studies

Recommended Prerequisites

Not applicable.

Teaching Methods

The curricular unit uses a mixe approach designed to promote students' autonomy and know how, grounded on a solid theoretical foundation. With this goal in mind, lecture-based classes will be paired with practical classes, aimed at case studies' analysis and discussion and role-play simulation.  

Learning Outcomes

The course aims to provide students with the theoretical and conceptual frameworks to understand the complexities of the negotiation process, with an emphasis in the European Union, and to give students the basic skills to design a negotiation strategy.

At the end of the semester the student must be able to:

1. Understand the basics of negotiation

2. Identify accurately the main international negotiation strategies and tactics

3. Understand how culture, emotion, and communication affects the dynamics of negotiation

4. Acknowledge the different negotiation foruns and practices within the EU and the role of the EU as an international negotiator

5. Apply the theoretical framework to the analysis of real negotiations

6. Designe a negotiation strategy.

Work Placement(s)

No

Syllabus

1. The basics of Negotiation: actors, process, structure

2. The classical approach: strategies and tactics of distributive negotiation

3. The alternative approach: strategies and tactics of integrative negotiation

4. Negotiation dynamics: the impact of culture, emotion and communication

5. Negotiation within the EU: actors, forums and practices

6. The EU as na international negotiator

7. Negotiation cases: simulation.

Head Lecturer(s)

Jorge Manuel Tavares da Silva

Assessment Methods

Assessment
Resolution Problems: 20.0%
Simulation : 40.0%
Mini Tests: 40.0%

Bibliography

Antunes, S., Camisão, I., & Ribeiro, S. (eds.) (2018). Negociação Internacional: Estratégias e Práticas. Sílabas & Desafios.

Fisher, R., Ury, W., & Patton, B. (1999). Getting to Yes: Negotiating Agreement without Given In, 2nd ed. Random House.

Holsi, M, et al. (eds.) (2015). Decision-making in the EU Before and After the Lisbon Treaty. Routledge.

Kremenyuk, V.A. (ed.) (2013). International Negotiation: Analysis, Approaches, Issues. Jossey-Bass.

Lewicki, R.J., Barry, B., & Saunders, D.M. (eds) (2020) Negotiation, 8th ed. McGraw-Hill.

Lewicki, R.J., Saunders, D.M., & Barry, B. (eds.) (2014). Negotiation: Readings, Exercises, Cases. 7th ed. McGraw-Hill.

von Schaik, L. (2016). EU Effectiveness and Unity in Multilateral Negotiations: More than the Sum of Its Parts? Palgrave Macmillan.

Siemssen, M., & Kreuzeder, M. (2012). Negotiations and Decision-Making in the European Union: Teaching and Learning through Role-Play Simulation Games. AV Akademikerverlag.