Teaching Methodologies
The course will be taught in theoretical-practical classes. The following teaching methods (TM) will be used:
TM1 – presentation of theoretical material by the lecturer and discussion with the students
TM2 – analysis by the students, in groups, of cases illustrating the subject and subsequent discussion with the lecturer and the other groups
TM3 – simulation of negotiation situations in which students, individually and in groups, will have to take on the role of negotiators, trying to
find solutions to the negotiation challenges proposed to them.
Learning Results
The Negotiation and Conflict Management curricular unit aims to promote theoretical and practical knowledge regarding the constructive
management of conflicts, taking into account the organizational reality and negotiation in terms of strategies, tactics and negotiation tools.
The Learning Objectives (LO) are:
LO1) Understand the risks and benefits of conflicts in organizations
LO2) Understand and apply conflict management methodologies and interventions
LO3) Analyze negotiation contexts, identifying and evaluating own and others’ interests, as well as negotiation preferences
LO4) Adopt appropriate negotiation strategies for each context for different contexts and situations, considering the variables involved and
the objectives of the parties.
Program
1.1 Delimiting the concept
1.2 Levels of analysis and categories of conflict
1.3 Conflict-generating factors
1.4 How conflict situations work
Chap 2 Constructive conflict management
2.1 Essential principles of conflict management
2.2 Traditional approach
2.3 Constructive conflict management
2.4 Taxonomies of conflict management styles
Chap 3. Negotiation
3.1 Definition of negotiation
3.2 The negotiation process
3.3 Types and phases of negotiation
3.4 Negotiation effectiveness
Chap 4 Rational thinking in negotiation
4.1 Cognitive biases in negotiation
4.2 Heuristics and schemas
Chap 5. Individual characteristics in the negotiation process
5.1 Gender
5.2 Personality
5.3 Motives, self-concept, assertiveness and attitudes
5.4 Cultural differences and negotiation
Internship(s)
NAO
Bibliography
Bibliografia Principal:
Lewicki, R. J., Saunders, D. M., & Barry, B. (2024). Negotiation (9th Edition). Boston: McGraw Hill
Pina e Cunha, M., Cunha, R.C., Rego, A., Neves, P., & Cabral-Cardoso, C. (2016). Manual de Comportamento Organizacional e Gestão
(8ª Ed.). Lisboa: Editora RH.
Bibliografia complementar
Carvalho, J. C. (2020). Negociação (6ª edição). Edições Sílabo.
Cordell, A. (2019). The Negotiation Handbook (2nd Ed.). Routledge
Cunha, P., & Leitão, S. (2021). Manual de Gestão Construtiva de Conflitos (4.ª ed., revista e ampliada). Edições Universidade Fernando
Pessoa.
Monteiro, A. P., & Cunha, P. (2024). Gestão de Conflitos nas Organizações. Pactor.
Roche, W. K., Teague, P., & Colvin, A. J. S. (2016). The Oxford Handbook of Conflict Management in Organizations. Oxford University
Press.