Teaching plan for the course unit



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General information


Course unit name: Conflict Management in Negotiation

Course unit code: 573231

Academic year: 2021-2022

Coordinator: Patricia Elgoibar Esteban

Department: Department of Business

Credits: 2,5

Single program: S



Estimated learning time

Total number of hours 62.5


Face-to-face and/or online activities



-  Lecture

Face-to-face and online




-  Lecture with practical component

Face-to-face and online




-  Document study

Face-to-face and online




-  Student presentation and discussion

Face-to-face and online



Supervised project


Independent learning




Competences to be gained during study


CB7. Capacity to apply the acquired knowledge to problem-solving in new or relatively unknown environments within broader (or multidisciplinary) contexts related to the field of study.

CE2. Capacity to adopt a strategic, integrated approach to business problems and ability to address them effectively at an international level.

CE8. Capacity to manage people and teams in international organizations, in order to increase motivation and establish a multicultural working environment.





Learning objectives


Referring to knowledge

— Understand the organisational conflict process, management and behaviours.

— Learn negotiation strategies.

— Be able to plan negotiation processes within companies both as a manager and as an employee.

— Learn how to build trust within organisations and manage negotiation in an international context.



Teaching blocks


1. Conflict management

2. Negotiation: preparation and strategies

3. International negotiation



Teaching methods and general organization


1) Lectures on the basic concepts of the subject. These sessions introduce students to the basic concepts and processes in each of the teaching blocks.

2) Student participation in class, including exercises, role play and discussion of set texts. These activities are intended to motivate students and to encourage dialogue within the group and the development of communication skills.

3) Out-of-class activities. These activities consist of a more practical, in-depth examination of specific topics.

4) Group project. This aims at promoting teamwork among students and focuses on strengthening their ability to create projects and to apply the methods and techniques of sociological analysis to intercultural communication.



Official assessment of learning outcomes


Option 1. Continuous assessment

Continuous assessment consists of:

a) Three assessed activities-one per block-, worth 25% of the final grade each (a total of 75% of the final grade).

b) Participation in class and preparation for the exercises (25% of the final grade).

Repeat assessment

Students who fail to pass continuous assessment are entitled to repeat assessment. Repeat assessment consists of a single final examination which takes place on the date established by the Academic Council and covers the entire programme.


Examination-based assessment

Option 2. Single assessment

Students who renounce continuous assessment are eligible for single assessment.

To pass the course, students must obtain a minimum pass grade. The final exam takes place on the date set by the Academic Council and covers the entire programme.

Repeat assessment

Repeat assessment consists of a single final examination which takes place on the date established by the Academic Council and covers the entire programme.



Reading and study resources

Consulteu la disponibilitat a CERCABIB


Fisher, R., Ury, W. L., & Patton, B. (2012). Getting to yes : negotiating an agreement without giving in.  London : Random House Business Books

Catāleg UB  Enllaç


Meyer, E. (2015). Getting to Si, Ja, Oui, Hai, and Da. In: Review "International Business" (December, 2015) [https://hbr.org/2015/12/getting-to-si-ja-oui-hai-and-da]

Electronic text

Elgoibar, P., Euwema, M., & Munduate, L. (2017). Conflict Management. In: Oxford Research Encyclopedias ; Psychology - Published online: 28 June 2017 / [https://doi.org/10.1093/acrefore/9780190236557.013.5] -

Recurs electrōnic extern  Enllaç