Guías Docentes Electrónicas
1. General information
Course:
NEGOTIATION STRATEGIES AND CONFLICT RESOLUTION
Code:
43321
Type:
CORE COURSE
ECTS credits:
6
Degree:
326 - UNDERGRADUATE DEGREE IN LABOUR RELATIONS AND HUMAN RESOURCES DEVELOPMENT (CR)
Academic year:
2022-23
Center:
403 - FACULTY OF LAW AND SOCIAL SCIENCES OF C. REAL
Group(s):
20 
Year:
3
Duration:
First quarter
Main language:
Spanish
Second language:
English
Use of additional languages:
English Friendly:
Y
Web site:
Bilingual:
N
Lecturer: MIGUEL JUAN TABOADA CALATAYUD - Group(s): 20 
Building/Office
Department
Phone number
Email
Office hours
18
migueljuan.taboada@uclm.es

2. Pre-Requisites
Not established
3. Justification in the curriculum, relation to other subjects and to the profession

The subject is the result of the reflection carried out within the Degree in Labor Relations to fulfill the objectives of the curricular adaptation and initiate in the student the joint complementation of the competence for the handling and solution of conflicts and the communicative competence. The development of alternative mechanisms to the solution of conflicts, contemplated and located in the context of a new Constitutional State of Law, every day acquires greater validity in the interdependence of all the people in both the private and the public scenario.From this continuous interdependence and interrelation of man in his social life and by the diversity of cultures, conceptions, universes, values ¿¿and roles arise differences, eventualities, problems and conflicts that, if not having the understanding of tolerance and the understanding of the other as a person unique and irreplaceable, it would entail the loss of the best opportunity to solve them.

Once the conflict was born, a new and own scenario was born so that the related parties had the opportunity not only of their solution but also of change, growth and learning. Our daily life has implicit the conflict and nevertheless, often we do not have well focused its nature so the attitudes developed in such situations either as a Graduate or as parties involved, do not always allow us to be proactive and effective in their solution, confident perhaps in the final framework of the law, forgetting that procedural dogmatic is blind to the interactive aspects of the conflict.

The present justification is based on the theoretical and practical training in negotiation and conflict resolution strategies, with the most advanced techniques in our environment so that future graduates can have a new approach to the conflict and, most importantly, can have a strategic baggage and an effective tool in the approach of the bottom solution and take maximum advantage of what the very opportunity of the conflict means.

This subject is not only a basic point for the formation of future Graduates in Labor Relations, but also a necessary training for the citizens of a country on which all sorts of everyday conflicts of some complexity hover.

 


4. Degree competences achieved in this course
Course competences
Code Description
E11 Ability to recognize bargaining situations, analyze them in each case and detect their strategic structure.
G01 Ability to seek, analyze and summarize information allowing to establish arguments and make judgments in the different areas of professional activity.
G02 Ability to present and defend, orally and/or in writing, issues or topics related to their specialty.
G03 Capacity for continuous, self-directed and autonomous learning, which allows them to develop learning skills necessary to undertake further studies with a high degree of autonomy.
G05 Ability to understand general information in a foreign language, using frequently used expressions.
5. Objectives or Learning Outcomes
Course learning outcomes
Description
Familiarity with basic negotiation techniques and strategies.
Additional outcomes
Description
6. Units / Contents
  • Unit 1: The conflict
    • Unit 1.1: Definition, perspectives and conflictual typology.
    • Unit 1.2: Social mechanisms of conflict resolution.
    • Unit 1.3: Static of the conflict: special analysis of the actors
    • Unit 1.4: Dynamics of conflict.
  • Unit 2: Negotiating situations as strategy games.
    • Unit 2.1: Strategic interdependence.
    • Unit 2.2: The games: pure conflict, pure coordination, mixed.
    • Unit 2.3: Dominant and dominated strategies
    • Unit 2.4: Dilemmas of the prisoner and the negotiator
    • Unit 2.5: Practical cases.
  • Unit 3: The starting point of a negotiation.
    • Unit 3.1: The bargaining set
    • Unit 3.2: Reserve value and bargaining power.
    • Unit 3.3: Practical cases.
  • Unit 4: Competitive negotiation I
    • Unit 4.1: Strategic movements: explicit negotiation and tacit negotiation
    • Unit 4.2: Opening strategies: Auto-readings, anchoring effect, first offer.
    • Unit 4.3: Communication management. Coordination of expectations: focal points
    • Unit 4.4: Practical cases.
  • Unit 5: Competitive negotiation II
    • Unit 5.1: Manipulation of perceptions: 1. Deception and dirty tricks 2. Sequences of concessions 3. practical cases
    • Unit 5.2: Submission models: 4. Hostage-taking and temporary costs 5. Unconditional moves: threats, promises and strategic commitments
    • Unit 5.3: Practical cases.
  • Unit 6: Integrative negotiation.
    • Unit 6.1: The conditions for stable cooperation
    • Unit 6.2: Integrating and value creation procedures. Negotiation for interests. The Harvard method.
    • Unit 6.3: Instruments and logical resources of allocation and fair and efficient distribution ("fair share" and optimization of bargaining packages).
    • Unit 6.4: The assisted negotiation: Intervention of impartial third parties in the management and resolution of conflicts (conciliation, mediation, arbitration and mixed procedures)
    • Unit 6.5: Practical cases.
7. Activities, Units/Modules and Methodology
Training Activity Methodology Related Competences ECTS Hours As Com Description
Class Attendance (theory) [ON-SITE] Lectures G01 2.4 60 Y N
Practicum and practical activities report writing or preparation [OFF-SITE] Case Studies G02 1.7 42.5 Y N
Writing of reports or projects [OFF-SITE] Problem solving and exercises G03 1.8 45 Y N
Final test [ON-SITE] 0.1 2.5 Y Y
Total: 6 150
Total credits of in-class work: 2.5 Total class time hours: 62.5
Total credits of out of class work: 3.5 Total hours of out of class work: 87.5

As: Assessable training activity
Com: Training activity of compulsory overcoming (It will be essential to overcome both continuous and non-continuous assessment).

8. Evaluation criteria and Grading System
Evaluation System Continuous assessment Non-continuous evaluation * Description
Self Evaluation and Co-evaluation 30.00% 0.00%
Final test 70.00% 100.00%
Total: 100.00% 100.00%  
According to art. 4 of the UCLM Student Evaluation Regulations, it must be provided to students who cannot regularly attend face-to-face training activities the passing of the subject, having the right (art. 12.2) to be globally graded, in 2 annual calls per subject , an ordinary and an extraordinary one (evaluating 100% of the competences).

Evaluation criteria for the final exam:
  • Continuous assessment:
    Evaluation criteria not defined
  • Non-continuous evaluation:
    Evaluation criteria not defined

Specifications for the resit/retake exam:
Evaluation criteria not defined
Specifications for the second resit / retake exam:
Evaluation criteria not defined
9. Assignments, course calendar and important dates
Not related to the syllabus/contents
Hours hours

Unit 1 (de 6): The conflict
Activities Hours
Class Attendance (theory) [PRESENCIAL][Lectures] 18
Practicum and practical activities report writing or preparation [AUTÓNOMA][Case Studies] 4
Writing of reports or projects [AUTÓNOMA][Problem solving and exercises] 4

Unit 2 (de 6): Negotiating situations as strategy games.
Activities Hours
Class Attendance (theory) [PRESENCIAL][Lectures] 18
Practicum and practical activities report writing or preparation [AUTÓNOMA][Case Studies] 4
Writing of reports or projects [AUTÓNOMA][Problem solving and exercises] 4

Unit 3 (de 6): The starting point of a negotiation.
Activities Hours
Class Attendance (theory) [PRESENCIAL][Lectures] 16
Practicum and practical activities report writing or preparation [AUTÓNOMA][Case Studies] 5
Writing of reports or projects [AUTÓNOMA][Problem solving and exercises] 5

Unit 4 (de 6): Competitive negotiation I
Activities Hours
Class Attendance (theory) [PRESENCIAL][Lectures] 16
Practicum and practical activities report writing or preparation [AUTÓNOMA][Case Studies] 4
Writing of reports or projects [AUTÓNOMA][Problem solving and exercises] 4

Unit 5 (de 6): Competitive negotiation II
Activities Hours
Class Attendance (theory) [PRESENCIAL][Lectures] 16
Practicum and practical activities report writing or preparation [AUTÓNOMA][Case Studies] 4
Writing of reports or projects [AUTÓNOMA][Problem solving and exercises] 4

Unit 6 (de 6): Integrative negotiation.
Activities Hours
Class Attendance (theory) [PRESENCIAL][Lectures] 16
Practicum and practical activities report writing or preparation [AUTÓNOMA][Case Studies] 4
Writing of reports or projects [AUTÓNOMA][Problem solving and exercises] 4

Global activity
Activities hours
10. Bibliography and Sources
Author(s) Title Book/Journal Citv Publishing house ISBN Year Description Link Catálogo biblioteca
Axelrod, Robert La evolución de la cooperación : el dilema del prisionero y Alianza 84-206-2474-8 1996 Ficha de la biblioteca
Bazerman, Max H. La negociación racional : en un mundo irracional Paidós 84-7509-957-2 1993 Ficha de la biblioteca
Brams, Steven J. La Solución ganar-ganar : cómo garantizar que cada uno se q Ariel 84-344-1439-2 2000 Ficha de la biblioteca
Dixit, Avinash K. El arte de la estrategia : la teoría de juegos, guía del éxi Antoni Bosch 978-84-95348-52-4 2010 Ficha de la biblioteca
Fisher, Roger Obtenga el sí : el arte de negociar sin ceder Gestión 2000 978-84-8088-998-8 2009 Ficha de la biblioteca
Font Barrot, Alfred Curso de negociación estratégica Editorial UOC 978-84-9788-571-3 2007 Ficha de la biblioteca
Font Barrot, Alfred Negociar con arte y conseguir que los demás se salgan con l Alienta 978-84-935827-6-0 2008 Ficha de la biblioteca
Gómez-Pomar Rodríguez, Julio Teoría y técnicas de negociación Ariel 84-344-4453-4 2004 Ficha de la biblioteca
Lax, David A. El directivo como negociador : negociación para la cooperaci Instituto de Estudios Fiscales 84-7196-926-2 1991 Ficha de la biblioteca
Moore, Christopher El proceso de mediación : métodos prácticos para la resoluci Granica 84-7577-401-6 1995 Ficha de la biblioteca
Raiffa, Howard The art and science of negotiation Belknap Press of Harvard University Press 0-674-04813-X 1982 Ficha de la biblioteca
Schelling, Thomas The strategy of conflict Harvard University Press 0-674-84031-3 1995 Ficha de la biblioteca
Thompson, Leigh L. The mind and heart of the negotiator Prentice Hall 0-13-174227-2 2009 Ficha de la biblioteca



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