Learning Results
The fundamental goal of discipline is to promote theoretical and practical knowledge relating to communication
and constructive conflict management, taking into account the reality and organizational level bargaining
strategies, tactics and tools for negotiation.
It is intended to identify types of conflicts and the associated communication, manage them appropriately, using
skills and negotiation techniques so situational, aiming to lead divergences and convergences of interests to
fruition.
Wanted students to acquire skills and a diverse set of methodologies and techniques in order to develop
intervention skills (communication, interpersonal and social psychology) to perform effectively in the
negotiation.
On an ancillary basis, the course also aims to develop students to use these tools in organizations.
Program
– Communication as a technical expression.
2 – The communication process
2 – Introduction to the genesis of the conflict
2 – Concepts and approaches to the process of conflict
3 – Types of conflict
4 – The nature of negotiation and communication process
5 – Negotiation: context, strategy and planning
6 – Techniques and tactics of conflict resolution – Negotiation
7 – Mediation: characteristics, effectiveness, and the role of the mediator
8 – Communication and negotiation process: assertiveness and influence
9 – The leader’s role in conflict management, as a negotiator.
10 – Ethics and negotiation
11 – Development of models Practical
Internship(s)
NAO
Bibliography
AMACON/WISINSKI, J. Como Resolver Conflitos no Trabalho. São Paulo: Campus, 1997.
BAZERMAN, M. H., & NEALE, M. A. (1993). La negociación racional – En un mundo irracional. Barcelona:Paidós.
BERCOVITCH, J. (1984). Problems and approaches in the study of bargaining and negotiation. Political Science,
vol. 36 (2), p. 125-145.
COMPÉRE, Bernard. (2002). Régulation des Conflits du Travail, cãs pratiques pour DRH. Éditions d’
Organisation
CUNHA, P. (2000). Estratégias e Tácticas de Negociação: Para um Modelo de Eficácia Negocial. Tese de
Doutoramento. Faculdade de Psicologia da Universidade de Santiago de Compostela.
CUNHA, P. (2001). Conflito e Negociação. Porto: Asa.
CUNHA, P. (Org.) (2004). Mediação – Uma Forma de Resolução Construtiva de Conflitos. Porto: Edições UFP.
FISHER, R. & BROWN, S. (1990). Como Chegar a um Acordo – A Construção de um Relacionamento que Leva
ao Sim. Rio de Janeiro: Imago.