Cursos / 1º Ciclo / Faculty of Economy and Business Management :: Marketing

GESTÃO DE EQUIPAS, CONFLITO E NEGOCIAÇÃO - 2023/2024

2º curricular year
Semestralidade: 2nd semester
ECTS: 6

Teachers

Leading Teacher: Prof. Doutor Jorge Figueiredo
Assistant Professor: Prof. Doutor Jorge Figueiredo

Class type and School hours

Orientação Tutorial : 1 Horas
Teórico-prática : 2 Horas

Teaching Language

Portuguese

Main Aims/Objectives

The objective of this curricular unit is to provide students with knowledge of the dynamics of
group phenomena associated with teams, conflict and negotiation. Simultaneously,
provide students with models and instruments that allow them to make decisions in
context of team management, conflict and negotiation.
Know how to frame content.

Specific Aims/Objectives

- know the nature of groups
- identify the factors that condition the effectiveness of teams
- understand the importance of leadership in a team context
- understand the nature of conflicts and identify strategies for their management
- understand the negotiation process and define appropriate strategies

Skills to be acquired

Know how to manage and lead teams
- Know how to manage conflicts
- Be able to develop negotiation processes

Teaching Procedures

An expository and analytical method is applied. After an exhibition, the topics are discussed
presented and problems arise to provoke collective discussion, the confrontation of points of view.
The methodology based on the case study method is also developed.

Programme

PART 1 Team Management
1. Nature of groups
1.1. Groups and teams
1.2. Types of groups/teams
1.3. Group functions
2. Effectiveness: determining factors
2.1. Inputs
2.2. Process
2.3. Outputs
3. Risks and challenges in team management
3.1. Process loss
3.2. Groupthink
3.3. Risk acceptance
3.4. Intergroup dynamics
4. Team leadership
4.1. Contingency approach
4.2. Empowerment
4.3. Basic elements for team leadership
5. The meeting as a team management tool
5.1. Advantages, disadvantages and risks of meetings
5.2. Meeting leadership roles
5.3. Preparation and conduct of meetings
5.4. From groupthink to fostering creativity
PART II? Conflict and Negotiation
1. The conflict
1.1. Concept and types of conflict
1.2. Conflict as a process
1.3. Background to the conflicts
1.4. Conflict management strategies
2. Negotiation
2.1. Basic concepts
2.2. Negotiation preparation
2.3. Negotiation strategies and tactics
2.4. Perception and cognition in negotiation processes
2.5. Mediation and arbitration

Evaluation Type

The assessment of the curricular unit will be carried out continuously through: 1 assignment (individual or group) and 2 written tests.

Teaching Resources

1. Teacher presentations and respective presentations in digital format.

2. Bibliography recommended by the teacher.

Sustainability Objectives

Keywords

Group; Team; Leadership; Conducting meetings; Conflict; Negotiation

Main Bibliography

Complementary Bibliography