Negotiation and the European Union

Recommended Prerequisites

NA

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, practical classes add to lecture-based lectures, aimed at case studies' analysis and discussion and a 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. Students are expected to encompass the basic skills that allow them to design a negotiation strategy.

At the end of the semester the student is expected to:

1. Understand the foundations of a negotiation process.

2. Identify accurately main international negotiation strategies and tactics.

3. Understand how culture, emotion, and communication affect 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. Design a negotiation strategy and to become involved in a negotiation role play by applying theories and concepts of negotiation.

Work Placement(s)

No

Syllabus

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

2. Classical approach: strategies and tactics of distributive negotiation

3. 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)

Albertino Paulo Vila Maior Guimarães Monteiro

Assessment Methods

Assessment
Participation in the classroom: 10.0%
Simulation: 40.0%
Mini Tests: 50.0%

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.