Learning Results
O1 Understanding the relations between communication, negotiation and conflict in organizations
O2 Developing communication skills
O3 Developing listening skills
O4 Developing the ability to identify conflicts and to aknowledge its escalation mechanisms
O5 Developing the ability to manage different conflicts in a constructive manner
O6 Developing the ability to use different negotiation techniques and strategies for different negotiation objectives
O7 Developing skills for distributive and integrative negotiation
O8 Developing the ability to identify and avoid cognitive biases in negotiation
Program
1. Communication
1.1 Concepts of communication
1.2 Elements of the communication process
1.3 Listening and feedback
2. Conflict
2.1 Concept of conflict, levels, categories and conflict generators
2.2 Conflict management and conflict resolution
2.3 Conflict management styles
2.4 Hurdles in the process and required skills
3. Negotiation
3.1 Concept and process
3.2 Types and stages of negotiation
3.3 Negotiation strategies, tactics and techniques
3.4 Rationality in negotiation: heuristics and schemas
3.5 Individual characteristics in negotiation
Internship(s)
NAO
Bibliography
Carvalho, J. C. (2013). Negociação. 4ª edição: Edições Sílabo.
Cunha, P. (2008). Conflito e Negociação. 2ª Edição: Asa.
Cunha, P. & Leitão, S. (2012). Manual de Gestão Construtiva de Conflitos. 2ª Ed.: Edições Universidade Fernando
Pessoa.
Jesuíno, J. C. (1992). A negociação: estratégias e táticas. Texto Editora
Pina e Cunha et al. (2016) Manual de Comportamento Organizacional e Gestão. 8ª edição. Editora RH