Theme 1: Fundamentals of Negotiation - 7,5h

-		Preparing and Planning a Negotiation João Matos
-		Division of the Negotiation Cake (Distributive Strategies) João Matos
-		Increasing the Negotiation Cake (Integrative Strategies) João Matos

Theme 2: Negotiating with Reason and Emotion - 7,5h

-		Biases of Reason and Emotion João Matos
-		Ethics, Lies, and Negotiation João Matos
-		Using Emotions to Better Negotiate João Matos

Theme 3: Overcoming Obstacles and Difficulties in Negotiation - 7,5h

-		Negotiating with Difficult People and in Situations of Weakness João Matos
-		Fundamental Principles of Persuasion João Matos
-		Influence Strategies in Negotiation João Matos

Theme 4: Managing and Solving Conflicts - 7,5h

-		Three Options to Deal with Conflicts: Power, Rights, and Interests João Matos
-		Conflicts between Associates, Teams, and Departments João Matos
-		Alternative Resolution of Lawsuits by Mediation and Arbitrage João Matos

Theme 5: Negotiation Situations of High Complexity - 7,5h

-		Auctions, Coalitions, and Negotiations João Matos
-		Government, Cultures, and other Complications João Matos

CATÓLICA-LISBON

Negotiation Specialization Program