Conflict Management and Negotiation

A.Y. 2021/2022
9
Max ECTS
60
Overall hours
SSD
M-PSI/06
Language
English
Learning objectives
This course aims at offering students both theoretical and methodological tools to understand and manage conflict dynamics and negotiation. The course will begin with the inevitability of conflict and its detrimental effect on people, relations, teams, and organizations, to pave the way towards the need to become "conflict management competent".
The first learning objective is to enhance individual conflict management competence. A conflict management competence involves developing cognitive, emotional, and behavioral skills that enable you to manage your own emotions, clarify what is happening in the situation, and engage constructively with the other person to find solutions to issues arising from the conflict.
The second learning objective is to recognize the most common biases, both cognitive and motivational, that can trap negotiators and find and adopt strategies to cope with them.
The third consists of developing a theoretical and methodological framework that participants can use to analyze, prepare for, and execute most negotiations they might encounter. Participants will build a kind of toolkit of principles, strategies, and tactics to execute each stage of the negotiation process to the final agreement.
Expected learning outcomes
At the end of the course, students will be able to:

1.Understand the sources and the stages of the conflict process.
2.Recognize the differences between emotional, cognitive, and behavioral aspects in conflict management.
3.Assess both party's BATNA and evaluate the ZOPA.
4.Recognize the most common negotiator mistakes.
5.Recognize and find ways to overcome the most common biases (cognitive and motivational).
6.Recognize and develop strategies of influence in given situations.
Course syllabus and organization

Single session

Lesson period
First trimester
The delivery modes of training activities for the academic year 2021/22 will be "blended": in-person and online (Zoom). The Zoom link is published on Ariel.
Course syllabus
During the lessons, the following topics will be analyzed:
a) Understand the sources and the stages of the conflict process;
b) Recognize the differences between emotional, cognitive, and behavioral aspects in conflict management.
c) Assess both party's BATNA and evaluate the ZOPA.
d) Recognize the most common negotiator mistakes.
e) Recognize and find ways to overcome the most common biases (cognitive and motivational).
f) Recognize and develop strategies of influence in given situations.
Prerequisites for admission
None
Teaching methods
Teaching methods will include lectures, small group activities, based on case studies and reading of scientific papers, preparation of group projects, and their presentation to the class.
Teaching Resources
Textbook for non-attending and attending students:
Fisher R., Ury, W. & Patton B. (2012). Getting to Yes, Random House Business Books.
Runde C. E. & Flanagan T.A. (2013). Becoming a Conflict Competent Leader, The Center for Creative Leadership 2 ed (Chapter 1,2).

For attending students (at least 70% of classes), further information on the textbook and required readings will be provided at the beginning of the course.
Assessment methods and Criteria
The final exam is a written test with open questions aimed at evaluating: a) in-depth understanding of theoretical and methodological frameworks on conflicts and negotiations; b) the ability to apply theoretical and methodological frameworks to analyze conflictual problems and to hypothesize solutions; c) the ability to use the proper disciplinary language.
It lasts for 1 hour and 30 minutes.
M-PSI/06 - WORK AND ORGANIZATIONAL PSYCHOLOGY - University credits: 9
Lessons: 60 hours