Negotiation and Conflict Management

Scholar Year: 2023/2024 - 2S

Courses

Head Teacher Responsability Arcindo dos Santos Ferreira Cascão Head

Weekly workload Hours/week T TP P PL L TC E OT OT/PL TPL O S Type of classes 3 Lectures Type Teacher Classes Hours Theoretical-practical Totals 1 3,00 Ferreia Cascão   3,00

Teaching language

Portuguese

Intended learning outcomes (Knowledges, skills and competencies to be developed by the students)

It is expected that students will:
• Get a new and constructive view about conflict in organizations;
• Understand the benefits of implementing a system of conflict resolution within the organization;
• Be able to put in practice effective strategies for resolving conflicts.

Syllabus

1. Conflict Management
1.1 Levels of conflict
1.2 Causes of conflicts in the workplace
1.3 Types of conflict
1.4 Functional and dysfunctional conflicts
1.5 Conflict consequences
1.6 Development stages
1.7 Conflict climbing
1.8 Conflict management taxonomies

2. Negotiation
2.1 Concepts: BATNA, Aspiration level, Resistance point, Magnitude of bargaining, Negotiation areas, Relative Gains, Initial offer and Anchoring
2.2 Negotiating process steps
2.3 Strategic options model
2.4 Integrative and distributive strategies
2.5 Techniques and tactics
2.6 Negotiating errors
2.7 Negotiation evaluation
2.8 Cultural determinants

3. Mediation and arbitrage
4. Systems and decision support tools

Demonstration of the syllabus coherence with the UC intended learning outcomes

Combination of theoretical, practical and tutorial guidance, corresponding to the joining of expositive and inductive methodologies, centered in student endeavour, initiative and participation.
Practical classes focus on active methods, namely case study analysis, simulation and mediation processes of conflict resolution.

Teaching methodologies

Assessment distribution without final exam.

Assessment methodologies and evidences

The assessment of knowledge consists of:
• Participation in class activities and conflict simulation 20%.
• Mini test 40%
• Elaboration of a group work that involves the analysis and resolution of a practical case (40%).

Bibliography

Essencial:

CRESPO DE CARVALHO (2007). Negociação para (In)competentes Relacionais, Lisboa, Sílabo.
CRESPO DE CARVALHO, J.M. (2004). Negociação, Lisboa, Edições Sílabo
CUNHA, M.P.; Rego, A. Cunha R.C. e Cabral Cardoso, C. (2006). Manual de Comportamento Organizacional e Gestão, Lisboa, Editora RH
CUNHA, P. (2008). Conflito e negociação, Lisboa, Ed. ASA
DE DREU, C.K.W., Van de Vliert, E. (2005). El conflicto en las organizations. La optimizatión del rendimiento mediante la estimulación del conflicto. In Mundate, J.L., Díaz, F.J.M.(Coords.) Gestión del conflicto, Negociación Y Mediatión. Madrid, Ed. Psicología Pirámide.
RAIFFA, H.; Richardson, J. e Metcalfe, D. (2003). Negotiation Analysis: The Science and Art of Collaborative Decision Making: Harvard University Press.
SIMÕES, E. (2008). Negociação nas Organizações, Lisboa, RH Editora
THOMAS, K.W. (1992). Conflict and Negotiation Processes in Organizations. In Marvin D. Dunnette e Leaetta M. Hough (Eds.). Handbook of Industrial and Organizational Psychology. 2nd \ed.,vol. 3. Palo Alto, California: Consulting Psychologists Press, Inc.