Communication, Negotiation and Conflicts Management

The teaching methodologies will comprise both theoretical and practical components. The theoretical component will consist in oral presentation of knowledge, aided by multimedia elements and examples. The practical component will involve case analysis and the simulation of communication, conflict and negotiation situations, by using role-playing techniques and team dynamics. There will also be self-assessment and reflection exercises.

The evaluation could be carried out only by final exam or, alternatively, the periodic evaluation. This methodology includes three elements: (1) a summary of an article, to be delivered and presented in class, (2) a negotiation exercise, carried out in pairs, from conflicting positions and with information provided by the teacher, (3) written exam; the final classification results from the following formula = 20% (1) + 20% (2) + 60% (3).

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 acknowledge 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

O9 Developing awareness to international differences in conflict perception and suitability of negotiation tactics

1. Communication

1. Concepts of communication
2. Elements of the communication process
3. Listening and feedback
4. Communication through cultures

2. Conflict

1. Concept of conflict, levels, categories and conflict generators
2. Conflict management and conflict resolution
3. Conflict management styles
4. Hurdles in the process and required skills
5. Cultural dimensions of conflict

3. Negotiation

1. Concept and process
2. Types and stages of negotiation
3. Negotiation strategies, tactics and techniques
4. Rationality in negotiation: heuristics and schemas
5. Individual characteristics in negotiation
6. Negotiation across cultures

NAO