Conflict Management and Negotiation

Code:

GCN1

Acronym:

GCN

Keywords
Classification	Keyword
CNAEF	Psychology

Instance: 2024/2025 - 2S (since 10-02-2025 to 23-05-2025)

Active?	Yes
Responsible unit:	Continuing Education Office
Course/CS Responsible:	Conflict Management and Negotiation

Cycles of Study/Courses

Acronym	No. of Students	Study Plan	Curricular Years	Credits UCN	Credits ECTS	Contact hours	Total Time
GCN	5	Plano Oficial do ano letivo 2021	1	-	1,5	8	40,5
M.EA	4	Syllabus	1	-	1,5	8	40,5
M.EC	23	Syllabus	1	-	1,5	8	40,5
M.EMAT	8	Syllabus	1	-	1,5	8	40,5
M.EMG	1	Plano de estudos oficial a partir de 2008/09	1	-	1,5	8	40,5
M.EQ	25	Syllabus	1	-	1,5	8	40,5
M.IA	0	Syllabus	1	-	1,5	8	40,5

Teaching language

Portuguese

Objectives

1. Understand the concept, the course and the consequences of conflict;


2. Identify, analyze and reflect about effective strategies of conflict management and negotiation;


3. Understand the psychosocial processes associated to conflict.

Learning outcomes and competences

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

• Recognize different types of conflicts, causes and sources of conflict;
• Understand the common path of conflict and different stages of conflict;
• Recognize the positive aspects and the negative impact of conflict;
• Recognize conflict as an opportunity towards change and innovation;
• Identify and reflect about effective and healthy strategies of conflict management;
• Identify and reflect about the negociation process, and analyze the most adequate negociation process;
• Recognize the basic principles towards an effective negotiation;
• Understand the psychosocial processes associated to abuse of power and submission to authority.

Working method

B-learning

Program

I. Understand conflict

Definition of conflict

Different levels of interaction where conflict occurs (intrapersonal, interpersonal, intragroup, intergroup; horizontal and vertical conflict)

Sources of conflict (Daniel Katz; Bernard Mayer)

II. How conflict develops

The process and the stages of conflict

Escalation of conflict (Model ofFriedrich Glasl) and determinants of escalation

III.Constructive (functional) and destructive (disfunctional) conflicts

Conflict as an opportunity and costs of an unsolved conflict

IV. Conflict management 

Strategies of conflict resolution (Model of Thomas-Kilmamn)

Basic skills to effectively manage conflict

V. Negotiation in conflict resolution

Negociation process

Strategies of negotiation (integrative, distributive)

Principled negotiation (The Harvard Approach; Roger Fisher e William Ury)

VI. Power differentiation and conflict

Psychosocial processes associated to abuse of power and submission to authority (Stanley Milgram, among others)

Mandatory literature

Coleman, P. T., Deutsch, M., & Marcus, E. C. ; The handbook of conflict resolution: Theory and practice, Jossey-Bass, 2014
Cunha, P; Manual de gestão construtiva de conflitos, Edições Universidade Fernando Pessoa, 2016
Runde, C. E., & Flanagan, T. A. ; Becoming a conflict competent leader: How you and your organization can manage conflict effectively, Jossey-Bass, 2007
Cunha, P. ; Conflito e negociação, Edições Asa, 2001
Mayer, B. S. ; The dynamics of conflict resolution: A practitioner's guide, Jossey-Bass, 2010
Fisher, R. J. ; The social psychology of intergroup and international conflict resolution, Springer Science & Business Media, 1985
Fisher, R., Ury, W. L., & Patton, B. ; Como conduzir uma negociação: chegar a acordo sem ceder. , Lua de Papel, 2013
De Dreu, C. K., & Gelfand, M. J. ; The psychology of conflict and conflict management in organizations, Lawrence Erlbaum Associates, 2008

Teaching methods and learning activities

This course has an b-learning format, combining different methodologies and using different education tools (e.g., Moodle, Panopto). Expositive method with exercises c (case studies), individual or group activities, and response to quizzes during expositions.

This course is organized in múltiple educative micro-vídeos along a one-week session. These sessions will be supported with extra material for autonomous work. There will be also collective sessions aimed at group discussion about case studies or personal experiences.

Evaluation Type

Distributed evaluation without final exam

Assessment Components

designation	Weight (%)
Teste	70,00
Trabalho escrito	30,00
Total:	100,00

Amount of time allocated to each course unit

designation	Time (hours)
Estudo autónomo	20,00
Frequência das aulas	12,00
Trabalho escrito	8,50
Total:	40,50

Eligibility for exams

To obtain frequency in this course, students must complete and obtain a positive grade in all practical exercises and individual or group activities, planned for the evaluation component.

Calculation formula of final grade

For the evaluation of the course, the following components are considered:
a) practical exercises and individual and/or group activities (e.g., answer to Quizzes at the end of each Module; group work) and b) Final Quiz.
The weight of these components in the final classification is a) 70% and b) 30%.

Final classification formula (FC):

FC = a)*0,70 + b)*0,30

Final classification on a scale of 1-20 values.

In the case of obtaining a final classification of less than 9.50, the student may take an exam composed of all the contents of the course modules. The classification obtained in this exam will correspond to the final classification of the course.

Classification improvement

It is not possible to improve the classification of this course.