Teaching plan for the course unit


Close imatge de maquetació




General information


Course unit name: Gestió de Conflictes en la Negociació

Course unit code: 573231

Academic year: 2018-2019

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 learning activities



-  Lecture




-  Lecture with practical component




-  Document study




-  Student presentation and discussion



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.





Learning objectives


Referring to knowledge

To understand the organizational conflict process and its resolution

To learn the managers’ negotiation strategies in intercultural contexts.

To be able to plan negotiation processes within companies both as manager and as an employee 

To identify and value the cultural differences

To learn how to build trust within organizations and solve conflicts in an international context




Teaching blocks


1. Conflict management

1.1. The conflict process

1.2. Conflict behavior

1.3. Conflict resolution

2. Organizational conflict

2.1. Collective bargaining

2.2. Building and repairing trust in organizations

2.3. Social dialogue

3. Negotiation

3.1. Negotiation strategies

3.2. Preparation for negotiation

3.3. Managing emotions in negotiation

4. International business negotiation

4.1. The cultural dimensions

4.2. Negotiation strategy and culture

5. Mediation

5.1. The role of the mediator

5.2. Types of mediation

5.3. Mediation effectiveness



Teaching methods and general organization


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

2) Student participation in class, including exercises, role-plays and discussion of set texts. This work is intended to motivate students and to encourage dialogue within the group and the development of negotiation and conflict management skills.

3) Out-of-class activities. This work consists of more practical, in-depth examination of specific topics.

4) Group project: This aims to promote team work among students and focuses on strengthening their ability to create projects and to apply the methods and techniques of conflict management in relation to international business.



Official assessment of learning outcomes


Option 1. Continuous assessment

a) The continuous assessment will consist of performing three evaluable activities (20% of the grade each activity)

b) Participation in class and preparation for the weekly exercises in class rates a 40% of the final grade

Retake exam: 

Examination-based assessment

The final exam will take place at a fixed date by the Board of Studies and will cover the entire program.


Examination-based assessment

Option 2. Examination-based assessment


Students who renounce to follow the continuous assessment are eligible for single assessment. 

To pass the course, the student must obtain a minimum passing grade. The final exam will take place at a fixed date by the Board of Studies and will cover the entire program.

Retake exam: 

Examination-based assessment

The final exam will take place at a fixed date by the Board of Studies and will cover the entire program.



Reading and study resources

Consulteu la disponibilitat a CERCABIB


Bollen, K., & Euwema, M. (2013). Workplace mediation: An underdeveloped research area. Negotiation Journal29(3), 329-353.

Brett, J. M. (2007). Negotiating globally: How to negotiate deals, resolve disputes, and make decisions across cultural boundaries. John Wiley & Sons.

Coleman, P. T. Deutsch, M., & Marcus, E. (2000). The handbook of conflict resolution: Theory and practice. Estados Unidos, Ed. Jossey-Bass.

Elgoibar, P., Euwema, M., & Munduate, L. (2016).  Building trust and constructive conflict management in organizations. Springer, Cham.

Elgoibar, P., Euwema, M., & Munduate, L. (2017). Conflict Management. Oxford Encyclopedia of Psychology. Oxford University Press.

Fisher, R., Ury, W. L., & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in. Penguin.

Lewicki, R. J., & Wiethoff, C. (2000). Trust, trust development, and trust repair. The handbook of conflict resolution: Theory and practice1(1), 86-107.

Meyer, E. (2014). The culture map: Breaking through the invisible boundaries of global business. PublicAffairs.

Tjosvold, D. (1998). Cooperative and competitive goal approach to conflict: Accomplishments and challenges. Applied Psychology47(3), 285-313.