Fundação Instituto de Administração
Negociação e Relações Interculturais
Fundação Instituto de Administração

Negociação e Relações Interculturais

Sabrina Della Santa Navarrete
Elisângela Lazarou Tarraço

Instructors: Sabrina Della Santa Navarrete

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Gain insight into a topic and learn the fundamentals.
Beginner level

Recommended experience

28 hours to complete
3 weeks at 9 hours a week
Flexible schedule
Learn at your own pace
Gain insight into a topic and learn the fundamentals.
Beginner level

Recommended experience

28 hours to complete
3 weeks at 9 hours a week
Flexible schedule
Learn at your own pace

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

28 assignments

Taught in Portuguese (Brazil)

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This course is part of the Tópicos em Gestão Intercultural Specialization
When you enroll in this course, you'll also be enrolled in this Specialization.
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There are 4 modules in this course

Neste módulo, trataremos dos conceitos e características das negociações. Iremos também discutir a ética sob a perspectiva das negociações e as etapas para o planejamento das atividades de preparação, execução e fechamento dos acordos. Ainda neste módulo, serão apresentados os principais entraves para as negociações.

What's included

6 videos18 readings7 assignments

Este módulo apresentará alguns dos conceitos mais importantes sobre negociação distributiva, integrativa, jogo da negociação competitivo, colaborativo e jogo da concessão. Apresentará as diferenças, abordagens, aplicabilidade e planejamento necessários para cada conceito, considerando as diferenças culturais.

What's included

6 videos18 readings7 assignments

Neste módulo, discutiremos o perfil dos negociadores e a influência dos estilos interpessoais no resultado da negociação. Apresentaremos, também, a importância do controle das emoções e as ferramentas de identificação de perfil. Será abordado como lidar com as reações dos diferentes perfis de negociador, assim como a construção da confiança e da reciprocidade.

What's included

6 videos17 readings7 assignments

Este módulo tratará das negociações de contexto internacional, envolvendo diferentes conceitos geopolíticos e culturais. Discutiremos a importância do fator humano nas relações de negociações com diferentes culturas e abordagens para as relações comerciais e pessoais.

What's included

6 videos18 readings7 assignments

Instructors

Sabrina Della Santa Navarrete
Fundação Instituto de Administração
1 Course303 learners

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Recommended if you're interested in Business Essentials

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