Expression and Negotiation Techniques

No prior specialized knowledge is required.

Classes are theoretical-practical (TP).

In approaching the themes, audiovisual and digital means will be used to present the contents and examples that illustrate them, as well as practical cases and exercises in class, individual and in groups, to encourage active participation.

The pedagogical methods used will be: the expositive, the interrogative (with questions to the students during the exposition) and the case study, allowing a practical, active approach with student interaction in order to facilitate the creation of ideas and confirmation of the results. apprehended contents, as well as a strong approximation to current organizational contexts.

Whenever possible, according to the themes, classroom demonstrations of real situations will be carried out through Role Play.

Tools that facilitate learning and stimulate students will be used, making use of educational technology, such as: Kahoot, Socrative and Mentimeter.

The purpose of this curricular unit is to provide students with theoretical and practical knowledge regarding communication and constructive conflict management, taking into account the organizational reality and negotiation in terms of strategies, tactics and negotiation instruments.

Specific objectives are:

– Identify the different types of conflicts and the associated communication;
– Manage conflicts appropriately, using negotiation skills and techniques in a situational way, aiming to lead divergences and convergences of interests to a successful conclusion;
– Seek that students acquire skills and a diverse set of methodologies and intervention techniques aimed at developing communication, interpersonal and social psychology knowledge, for an effective performance in negotiation.
– Identify and apply negotiation tactics and strategies;
– Assertively articulate the negotiation and communication process;
– Understand the role of the leader in conflict management and negotiation.

At the end of the course, students should be able to:

• Apply effective methodologies and techniques in interpersonal communication;
• Intervene in conflict management and negotiation processes, managing them effectively in an organizational context, using the studied tools for this purpose.

1. Communication as an expression technique
   1.1. Importance, types and forms of communication
   1.2. Communication barriers: internal and external
2. The communication process
   2.1. Elements and steps of the process
   2.2. communication styles
3. Introduction to the genesis of conflict
   3.1. The traditional and current view
   3.2. Consequences
4. Concepts and approaches to the conflict process
5. Types of conflict
6. The conflict process
   6.1. The escalation of the conflict
7. Conflict Resolution Techniques and Tactics
8. The nature of negotiation and the communication process
9. Negotiation
   9.1. Concept, perspectives and scope
   9.2. Strategy and planning
10. The mediation
   10.1. Features and effectiveness
   10.2. The role of the mediator
11. Negotiation Phases
12. Communication and the negotiation process: assertiveness and influence
13. The leader’s role in conflict management as a negotiator
   13.1. Features and benefits
14. Ethics and negotiation
15. Development of practical models

NAO

Carvalho, J. C. (2016). Negociação (5ª Ed.). Lisboa, Edições Sílabo.

Carvalho, J. C. (2010). Negociação para (In)competentes Relacionais (2ª Ed.). Lisboa, Edições Sílabo.

Cunha, M. P., Rego, A., Cunha R. C., & Cardoso, C. (2016). Manual de Comportamento Organizacional e Gestão (8ª Edição). Lisboa, Editora RH.

Cunha, P. (2008). Conflito e Negociação (2ª Ed.). Porto, Edições Asa.

Cunha, P. (Org.) (2004). Mediação – Uma Forma de Resolução Construtiva de Conflitos. Edições Universidade Fernando Pessoa.

Cunha, P., & Leitão, S. (2012). Manual de Gestão Construtiva de Conflitos (2ª Ed.). Edições Universidade

Fernando Pessoa.

Ferreira, J., Neves, J., & Caetano, A. (2011). Manual de Psicossociologia das Organizações. Lisboa, Escolar Editora.

Jesuino, J. C., (2003). A Negociação: Estratégias e Tácticas. Lisboa, Texto Editora

Lewicki,R., Saunders, D., & Barry, B. (2010). Negotiation (6ª Ed.). McGraw-Hill Irwin

Noronha, M., & Noronha, Z. (2002). Do Conflito à Gestão e à Decisão Negociada. Lisboa, Plátano.

Rego, A. (2016). Comunicação Pessoal e Organizacional: Teoria e Prática (4ª Ed.). Lisboa, Edições Sílabo.