Modelos de Negociação

Ementa:

Buscar e aprimorar o desenvolvimento das habilidades em negociações. Estabelecer critérios de negociação em todos os níveis. Evidenciar as técnicas de negociação. Aprimorar as habilidades comportamentais na negociação. Analisar os aspectos culturais que influenciam nas negociações. Postura dos negociadores como negociar em meio a conflitos.

Bibliografia

BURBRIDGE, R. Marc; COSTA, Sergio De Freitas; LIMA, Jose Guilherme H.; NASCIMENTO, Alessandra Gomes Do Silva. GESTAO DE NEGOCIACAO. São Paulo: Saraiva, 2007.
HIRATA, Renato H. Estilos de Negociação. São Paulo: Saraiva, 2007.
LEWICKI, ROY J. MBA COMPACTO ESTRATEGIAS DE NEGOCIACAO E FECHAMENTO. Rio de Janeiro: Elsevier, 2002.

Critérios para Avaliação

1° Bimestre

Avaliação com valor (A1) – 6,0
Trabalhos realizados em sala com valor (TRS) – 4,0
Nota: (A1) + (TRS) = N1

2° Bimestre

Trabalho de Produção (TP) – 6,0
Trabalho Realizado em Sala  (TRS) – 4,0
Nota: (TP) + (TRS) = N2

Repositiva

 

Avaliação Repositiva – 10,0
Nota: AR = 10,0

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