Description:

Negotiating is quite a difficult task!

Moving from mere negotiating experience (knowing what has worked in the past) to specialization in negotiation (knowing why did it worked) is not an easy task, but it is critical for those who wish to overcome obstacles and achieve negotiating results of excellence.

However, is experience enough to make us expert negotiators? If so, experience should have a good answer for most of business dilemmas, such as:

  • In a negotiation, is it suitable to make an initial  proposal or is it better to wait for a proposal from the other party and then making a counteroffer?
  • In a negotiation that  involves several negotiating matters, is it preferable to negotiate question by question  or many questions simultaneously?
  • Who makes a business proposal should first present it and then justify it? Or instead, first present the reasons and only after the business proposal?

 

If we have difficulties with the matters above, which are common and basic in negotiation, what should be done when difficulties increase and situations become more challenging?

For instance, how to negotiate from a weakness position? Or how to deal with international negotiation? Or how to react when a number of stakeholders around the negotiating table increases significantly?

The Negotiation Specialization Program aims to respond to these challenges by ensuring a solid training in advanced negotiation, and providing techniques with immediate and practical application.

Who is it aimed for:

Senior staff and/or of high potential with experience in negotiation wishing to develop, broaden, and increase their negotiating skills to become experts. In particular, the program is aimed at:

  • Managers;
  • Senior Managers;
  • Entrepreneurs;
  • Business Leaders;
  • Project Managers;
  • Company Consultants;
  • Former students and participants of programs from CATÓLICA-LISBON wishing to update and broaden the acquired knowledge in the negotiating area.

Testimonials:

Negociação_JoãoGonçalvesPereira
João Gonçalves Pereira
Deputado, Assembleia da República
Programa de Especialização em Negociação

The participation in this program is an important tool for creating personal value. The mainstreaming of the material, the timeliness of the information presented and the ongoing dynamism of Prof. João Matos classes, reflect the standard of excellence of Executive Education of the CATÓLICA-LISBON, namely the Specialization Program in Negotiation. The technical and trading concepts that are presented in class, provide operational tools essential for the success of our daily lives. The investment made in this program gave me an unforgettable profitability!

Key Takeaways:

Master strategies to create and claim value in a negotiation.

Acquiring tools to establish lasting business relations.

Approaching negotiation not as threats but as opportunities.

Overcoming problems of reason and heart, by avoiding misunderstandings in negotiation.

Resolving conflicts through the reconciliation of interests.
Negotiate effectively with difficult people.

Dealing with complex negotiation situations.

Institutional Testimonials:

Negociação_RodrigoCosta
Rodrigo Costa
Chairman & CEO, REN
Programa de Especialização em Negociação
Negotiation was seen for a long time as an "art" that only a few were gifted to do. This preconception, as has happened to many others, has become obsolete as we verify the successive extension of this function to a growing number of people. However, we must be aware that the respective skills are not generally innate. Negotiate today in the business world presupposes a group of knowledge, techniques and analysis that go way beyond the good sense of negotiation. The program that CATÓLICA-LISBON is launching in this field will certainly have an important role in the future of teaching these negotiation skills.

Contacts

EXECUTIVE EDUCATION - OPEN PROGRAMS

Mafalda Gato

More Information

22nd Edition*: November 7th, 2022

*Applications open until October 31st, 2022

This program will be taught in Portuguese.

Classes: Mondays and Wednesdays, from 5:30pm to 9:15pm

Duration: 5 weeks | total of 37,5 hours