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Estrutura dos captulos 5

Introduo 7

Captulo 1 - Conceitos Essenciais de Negociao

10

Objectivos 10

Resumo 10

Palavras-chave 11

Contedo temtico1.1A negociao1.2 Conceitos Base1.3 As diversas fases do processo negocial1.4 Tipos de Negociao

11264665

Actividades pedaggicas 85

Reflexo 87

Sntese 88Auto-Avaliao 89

Bibliografia 89

Glossrio parcial 92

Anexo Conhea o seu potencial de negociao 93

Captulo 2 Negociao Avanada

Objectivos 95

Resumo 95Palavras-chave 96

Contedo temtico2.1 Estratgias e Tcticas Negociais2.2 Principais Erros na Negociao2.3 Negociao em Grupo2.4 Negociaes com Recurso a Terceiros

97132140160


Reflexo

Sntese

174

175Auto-Avaliao 176


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Glossrio parcial 177

Captulo 3 Negociao e Globalizao

Objectivos 179

Resumo 179

Palavras-chave 180

Contedo temtico3.1 Conceitos de Negociao Internacional3.2 Aspectos culturais da Negociao Internacional

3.3 tica na Negociao3.4 Estudo de casos

180194

207214


Reflexo 230

Sntese 231

Auto-Avaliao 232

Bibliografia 232

Glossrio parcial 234

Anexo I Guia do Negociador Internacional 236

Anexo II Manual de Negociaes Internacionais 244

Anexo III Acordo de Cooperao entre a CCLP e a BIAL 263

Anexo IV Cdigo de tica Empresarial da Ericsson 266


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