Communication, Negotiation and Conflicts Management

Nothing to add.

The teaching methodology will include a theoretical and theoretical-practical component but with a strong focus on knowledge sharing, seminars, and workshops, as well as debates with the participation of several specialists promoting the sharing of good organizational practices in these fields of study.

Objectives

Understand the interconnection between the concepts of communication, negotiation, and conflicts in different organizational contexts.
Understand the importance of adopting active listening tools and processes.
Develop the ability to identify conflicts and recognize their escalation and dissemination mechanisms in organizational contexts.
Develop the ability to constructively manage the various types of organizational and interpersonal conflicts.
Develop the ability to employ appropriate negotiation strategies and techniques for different negotiation objectives.
Develop sensitivity to international differences in terms of conflict perception and acceptability of negotiation tactics.

Skills to Develop

Communication adjusted to different situations and corporate environments.
Constructive management of different types of organizational and interpersonal conflicts.
Ability to identify and avoid cognitive biases in negotiation.

1. Communication and Communication Processes:

Communication concepts
Elements of the communication process
listening and feedback
Communication across cultures
Communication in a corporate environment
Communication in difficult contexts

2. Conflicts and Conflict Management:

Conflict concept, levels, categories, and generating factors
Management versus conflict resolution
Taxonomies of Conflict Management Styles
Obstacles and skills necessary for the process
The cultural dimension of the conflict

3. Negotiation and Negotiation Processes:

Negotiation concept and process
Negotiation types and phases
Negotiation strategies, tactics, and techniques

4. Rational thinking in negotiation:

Influence of individual characteristics in the negotiation process
Negotiating across cultures
The organizational culture

NAO

Essential 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.

Pina e Cunha et al. (2016) Manual de Comportamento Organizacional e Gestão. 8ª edição. Editora RH

Complementary Bibliography

Ferraro, Gary P., and Elizabeth K. Briody (2013), The Cultural Dimension of International Business. 7ª Edição. Upper Saddle River, NJ:  Pearson Prentice Hall.

Lewicki, R. J., Saunders, D. M., & Barry, B. (2010).  Negotiation. 7ª edição. Boston: McGraw Hill Irwin.

Ramos, P. (2019). Pessoas & Negócios – Mobilizar para a obtenção de Resultados. Coimbra, Editora Actual (Grupo Almedina).