Leadership and Commercial Negotiation

Code:

MDCMU207

Acronym:

LNEGC

Subject: 2016/2017 - 2S

Teaching Area:

Marketing

Programmes

Acronym	Study plan	Curriculum Years	ECTS	Contact hours	Total Hours
MDCM	Aviso n.º 13833/2011	1º	6 ECTS	1	1

Hours Effectively Taught

TMDCM2S

Theoretical-Practical:	40,92
Orientação Tutorial:	0,00

Teaching - Hours Theoretical-Practical: 3,00 Orientação Tutorial: 0,67

Teaching Language

Portuguese

Aims, Skills and Learning Outcomes

Objectives; a) To provide an understanding of the concept of leadership; b) Provide an understanding of the concept of trading; c) To understand the extent to which the leadership explains the performance of groups and organizations; d) Identify the traits and behaviors associated with effective leadership; e) To provide knowledge of the theories explaining the phenomenon of leadership; f) Understand the importance of effective communication for individual development and organizational success; g) To provide an understanding of conflict management; h) To provide an understanding of negotiation as an organizational development process.

Skills to be developed; a) To carry out a differential diagnosis of the concepts of management and leadership; b) Develop skills improvement of the motivational levels of organizational employees, promoting their organizational involvement; c) Improving communication processes; d) Intervene at the level of conflict management; e) Lead and motivate multidisciplinary teams; f) To develop effective listening skills, negotiating, persuading and arguing; g) To reflect and act critically, understanding their position and role in the organization of the structure, while leading work teams.

Programme

What is leadership? Leadership and organizational effectiveness. Theories of leadership. The essence of groups in organizational work. The importance of groups in organizations. The types and roles of groups in organizations. The commercial negotiation processes. Ethics and business processes.

Main literature

Cunha, M.P. [et al];Manual de Comportamento Organizacional e Gestão, Editora RH, Lda., 2014. ISBN: 978-972-8871-58-1

Simões, E.;Negociação nas Organizações. Contextos Sociais e Processos Psicológicos., Editora RH, Lda., 2008

Supplementary Bibliography

GAVIN KENNEDY;ESSENCIAL NEGOCIÇÂO, The Economist Books, 1998. ISBN: 972-611-366-0

Sousa, José Vasconcelos;O que é NEGOCIAÇÂO, DIFUSÃO CULTURAL, 1996. ISBN: 972-709-219-1

Parreira, A.;A Fórmula Multiplex, Edições Silabo, Lda., 2010

Teixeira, S.;Gestão das Organizações, Escolar Editora. Lda., 2013

Schein, E.H.;Organizacional Culture and Leadership, Jossey Bass, 2004

Learning Methods

Methodologies: Students are encouraged to participate actively in class and in the process of continuous evaluation, developing their critical capacity. Priority will be given to active methods, particularly through the use of case studies, group work and role-playing. The theoretical approach of the issues is done with recourse to the personal and professional experiences of students, establishing a direct relationship with the labor market. With the goal of enhancing learning audio-visual methods may also be used.

Assessment Components

Avaliação apenas com exame final

Assessment Components

Description	Type	Time (hours)	Conclusion Date
Attendance (estimated)	Lessons	45
	Participação Presencial	10
	Teste/Exame	5
	Projectos	40
	Study	60
	Total:	160

Continuous Assessment

Continuous Evaluation: Realization and discussion of case studies 40% Carrying out other works or writing projects 10% Participation in the contact sessions 10% Written tests 40% 

Final Exam

Final Evaluation: Written test 100%