Teaching plan for the course unit



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On 3 April 2020 and in agreement with the President of the Government of Catalonia, the Catalan Minister of Business and Knowledge and the rectors of the other Catalan universities, the Rector of the Universitat de Barcelona decided to suspend all second-semester face-to-face teaching activities until the end of the academic year. For this reason, our university's teaching staff may need to make certain changes to the course plans of the subjects they teach, so that they can teach subjects online. When and where such changes are made, they will be explained in a new appendix attached to the end of the original course plan.

General information


Course unit name: Conflict Management in Negotiation

Course unit code: 573231

Academic year: 2019-2020

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





-  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

— Understand the organisational conflict process and its resolution.

— Learn the managers’ negotiation strategies in intercultural contexts.

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

— Identify and value cultural differences.

— Learn how to build trust within organisations and solve conflicts in an international context.



Teaching blocks


1. Conflict management

1.1. The conflict process

1.2. Conflict behaviour

1.3. Conflict resolution

2. Organisational conflict

2.1. Collective bargaining

2.2. Building and repairing trust in organisations

2.3. Social dialogue

3. Negotiation

3.1. Negotiation strategies

3.2. Preparation for negotiation

3.3. Managing emotions in negotiation

4. Mediation

4.1. The role of the mediator

4.2. Types of mediation

4.3. Mediation effectiveness



Teaching methods and general organization


a) 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-plays 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.

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

4) Group project. This assignment aims at promoting team work 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 (20% of the grade each)

b) Participation in class and preparation for the weekly face-to-face exercises (40% of the final grade)

Repeat assessment

Repeat assessment consists of a single final examination which takes place on the date established by the Board of Studies and covers the entire program.


Examination-based assessment

Option 2. Single assessment

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

To pass the course, students must obtain a minimum passing grade. The final exam takes place on the date established by the Board of Studies and covers the entire program.

Repeat assessment

Repeat assessment consists of a single final examination which takes place on the date established by the Board of Studies and covers 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.






SUBJECT*:  Conflict Management in Negotiation 

Course: Master in International Business 

Coordinator: Dr Patricia Elgoibar 

*This document only applies the the second semester of the academic year 2019-2020. 


In response to the suspension of face-to-face learning activities during the second semester of the academic year 2019-202 due to the COVID-19  health crisis, and given the need to adapt the teaching methodology and assessment systems to the new scenario, this addendum modifies the following sections of the original course plan. 


Alternative methodology and learning activities:

Distance learning classes were carried out using the Webex platform in online sessions. Presentation activities were carried out using mentimeter.com, which enabled students to participate in the sessions and interact with the teacher. Tasks for students taking the continuous assessment option were uploaded to the Virtual Campus (see below). 

The full body of course materials was was uploaded to the Virtual Campus so that students taking the single assessment option could study for the examination. 


Assessment of learning outcomes: 


Students taking the continuous assessment option were set three assignments: one was completed during the first part of the course, before the suspension of face-to-face activities, and accounted for 30% of the total grade; the other two were uploaded to the Virtual Campus, each accounting for 25% of the final grade. 



The examination will be reorganized as an oral exam via Skype (which will be recorded, subject to prior agreement with each student). 






Repeat assessment will consists of an oral exam via Skype (which will be recorded, subject to prior agreement with each student). 







Reading and study resources: 

All material has been uploaded to the Virtual Campus.