Learning Results
LO1. Understand the inevitability of conflict in organizations
LO2. Present negotiation as a way to manage conflicts and allocate scarce resources
LO3. Diagnose the sources and the nature of conflicts in organizations
LO4. Plan a negotiation
LO5. Conceive and implement negotiation strategies to achieve specific goals
LO6. Deal with the specificities of group negotiation
LO7. Organize arbitration and mediation
Program
PC1. Negotiation and conflict typologies in organizations
PC2. Integrative and distributive negotiation
PC3. Preparation for negotiation
PC4. Conflict management styles and negotiation strategies
PC5. Team and group negotiation
PC6. Arbitration and mediation
Internship(s)
NAO
Bibliography
Carsten, KW, De Breu, Michele J. Gelfand (2007) The Psychology of Conflict and Conflict Management in
Organizations, Taylor and Francis.
Deutsch, M. , Coleman, P. T. & Marcus, E. C.- Eds ( 2006) The handbook of conflict resolution : theory and practice-
2nd Edition. San Francisco: Jossey-Bass.
Lewicki, R., Barry, B., Saunders, D. M. & Minton, J. W. (2003). Negotiation (4th Ed.). N. York: McGraw-Hill.
Simões, E. (2008). Negociação nas organizações. Lisboa: Editora RH.
Thompson, L. (2008). A razão e o coração do negociador. Lisboa: Ed. Monitor.