Conflit management and Negotiation

Code: GES02348L

3 ECTS

Duration: 15 weeks/78 hours

Scientific Area: Management

Teaching languages: Portuguese

Languages of tutoring support: Portuguese, English

Regime de Frequência: Presencial

Sustainable Development Goals

Educação de qualidade - Assegurar a educação inclusiva, e equitativa e de qualidade, e promover oportunidades de aprendizagem ao longo da vida para todos.

Igualdade de género - Alcançar a igualdade de gênero e empoderar todas as mulheres e meninas.

Trabalho digno e crescimento económico - Promover o crescimento económico sustentado, inclusivo e sustentável, emprego pleno e produtivo, e trabalho decente para todos.

Learning Goals

OBJECTIVES:
This unit seeks to integrate the variables "conflict" and "negotiation" as pillars of an organizational logic which aims the individual and collective success and searches a sustainable value creation.
COMPETENCES:
Students will be able to:
a) Promote and manage organizational synergies;
b) Recognize and select strategies for resolving conflicts;
c) Negotiate effectively, using the best techniques in every situation.

1. Introduction
1.1. Organizational models in change context;
1.2. Decision-making processes.
2. Conflict
2.1. Approach perspectives and types of conflict;
2.2. Development phases of a conflict;
2.3. Conflict management.
3. Negotiation
3.1. Basic characteristics of a negotiation process;
3.2. Bargaining orientation;
3.3. Stages of a negotiation process;
3.4. Bargaining strategies, techniques and tactics;
3.5. Negotiation in specific contexts.

Teaching Methods

Learning will be based on meaningful and cognitive learning processes (concept maps), with the preferred methodology being supported by the use of a multifaceted approach that combines the presentation/discussion of concepts and theories with the analysis of practical cases and the carrying out of exercises, as well as dramatization.

The teaching times assigned to the curricular unit assume the nature
of ?theoretical-practical sessions? (1 weekly of 120 minutes) and
presuppose the systematic involvement and active participation of participants.

Assessment

Alternative 1 - Continuous Assessment
? recommended activities (40%);
? group work (25%);
? individual assessment test (35%).

Failure to attend one of the continuous assessment tests, or obtaining a grade lower than nine (9) points, requires moving to the final exam assessment system (this situation may only occur if the minimum percentage of attendance required in classes is guaranteed).

Alternative 2 - Normal Period Exam
? individual assessment test (70%).
? monograph (30%)

The two previous alternatives are subject to compliance with the minimum attendance - 75% of face-to-face sessions.

Other scheduled exams:
? individual assessment test (70%).
? oral exam, for those who obtain a score higher than 9.5 points (30%).