Leadership and Negotiation


Business Administration, Publication in the Diário da República - Despacho nº 3393/2016 - 04/03/2016

4 ECTS; 3º Ano, 2º Semestre, 45,0 TP

- João Pedro Dias Fontes da Costa

Not applicable.

Present the various leadership and negotiation approaches and theories and their importance to management.

1. Leadership
1.1.Introduction: Management and Leadership.
1.2. Organizational Metaphors and Paradigms of
Organizational Governance.
1.3. Leadership study approaches: Traits and
1.4. Theories and Models of Leadership
1.5. Theory of Member-State Exchange.
1.6. Transformational Leadership and Charisma.
1.7. Leadership of work teams.
1.8. The Role of Team Leader
1.9 The Leader's Attitudes
1.10. The Delegation
1.11. The Goal Setting
1.12. Monitoring and Control
1.13. The relationship of leadership with other variables
2. Negotiation
2.1. Introduction to Trading
2.2. The Importance of Negotiation
2.3. Basic Principles of Trading
2.4. Phases of the Negotiation
2.5. Strategies and Tactics of Negotiation
2.6. Negotiator's Dilemma

Evaluation Methodology
Continuous assessment using the following elements:
i) Class evaluation (exercises or assignments): 20% weight in the final evaluation.
ii) Two Frequencies: with a weight in the final assessment of 40% each.
In any of the frequencies it is necessary to obtain the minimum grade of 8 values.

Students whose final classification is equal to or higher than 9.5, corresponding to the weighted average obtained in the previous elements i) and ii), are approved and exempt from examination.

- Jesuíno, J. (1996). Processos de Liderança. Lisboa: Horizonte
- Rego, A. & Cunha, M.P, .. (2003). A Essência da Liderança. Lisboa: Editora RH
- Carvalho, J. (2016). Negociação. Lisboa: Edições Sílabo
- Northouse, P. (2013). Leadership: Theory and Practice.. Thousand Oaks: Sage.

Method of interaction
Theoretical-practical sessions. Traditional lectures supported by case study analysis and problem-solving.

Software used in class