Management skills needed for the negotiation process

This work is concerned with the study of the competences needed for the development of managers involved in the negotiation process at Brazilian federal public universities. The theoretical framework addresses competences in the negotiation process in public administration, branching out into: negotiation in public administration, competence as a management tool and competences in the negotiation process. This was a qualitative case study carried out at the Federal University of the ABC (UFABC), a new university with the potential to build a new model of higher education, totally interdisciplinary. Its general aim was to identify the competences needed to develop managers involved in negotiation, given the university’s new and different structure.