Educational guide
IDENTIFYING DATA							2023_24
Subject	PSYCHOLOGY OF NEGOTIATION					Code	00605004
Study programme	0605 - G.RELAC.LABORALES Y RECURSOS HUMANOS
Descriptors	Credit.	Type	Year	Period
	6	Compulsory	First	First
Language	Castellano
Prerequisites
Department	PSICOLOGIA,SOCIOLOG. Y FILOSOF
Coordinador	MAGDALENO MARCO , JORGE				E-mail	jmagm@unileon.es mcmora@unileon.es
Lecturers	MORÁN ASTORGA , MARÍA CONSUELO MAGDALENO MARCO , JORGE
Web	http://
General description	Psychology of Negotiation presents the main psychological theories about conflict and negotiation in work organizations. Causal attributions, social influence, communication and assertive communication, and the Harvard project of negotiation are the principal themes.
Tribunales de Revisión	Tribunal titular Cargo Departamento Profesor Presidente PSICOLOGIA,SOCIOLOG. Y FILOSOF CONDE GUZON , PABLO ANTONIO Secretario PSICOLOGIA,SOCIOLOG. Y FILOSOF ROBLEDO RAMON , PATRICIA Vocal PSICOLOGIA,SOCIOLOG. Y FILOSOF FIDALGO REDONDO , RAQUEL Tribunal suplente Cargo Departamento Profesor Presidente PSICOLOGIA,SOCIOLOG. Y FILOSOF REQUENA HERNANDEZ , CARMEN Secretario PSICOLOGIA,SOCIOLOG. Y FILOSOF MARCOS SANTIAGO , MARIA DEL ROSARIO Vocal TRABAJO SOCIAL RODRIGUEZ ESTEBAN , AGUSTIN

Competencias

Code
A6745
A6756
A6757
A6786
A7019
A7021
A7024
A7043
B810
B812
B813
C2	CMECES2 That students know how to apply their knowledge to their work or vocation in a professional manner and possess the skills that are usually demonstrated through the development and defense of arguments and the resolution of problems within their area of study.
C3	CMECES3 That students have the ability to gather and interpret relevant data (normally within their area of study) to make judgments that include reflection on relevant issues of a social, scientific or ethical nature.
C4	CMECES4 That students can transmit information, ideas, problems and solutions to both a specialised and non-specialised audience

Learning aims

	Competences
	A6745 A6756 A6757 A6786 A7019 A7021 A7024 A7043	B810 B812 B813	C2 C3 C4

Contents

Topic	Sub-topic

Planning

Methodologies  ::  Tests
	Class hours	Hours outside the classroom	Total hours
Lecture	30	15	45
Case study	15	20	35
Problem solving, classroom exercises	15	20	35
Mixed tests	2	33	35
(*)The information in the planning table is for guidance only and does not take into account the heterogeneity of the students.

Methodologies

Methodologies   ::  

	Description
Lecture
Case study
Problem solving, classroom exercises

Personalized attention

Lecture Case study

Description

Assessment

	Description	Qualification
Lecture		50%
Case study		20%
Problem solving, classroom exercises		20%
Other comments and second call

Sources of information

Access to Recommended Bibliography in the Catalog ULE

Basic	, , , OVEJERO, A., Técnicas de negociación. Cómo negociar eficaz y exitosamente, McGraw-Hill, 2004 SERRANO, G. y RODRÍGUEZ, J. M., Conflicto y negociación, Pirámide, 1994 MUNDUATE JACA, LOURDES y MEDINA DÍAZ, FRANCISCO JOSÉ, Manual para la Mediación Laboral, Consejo Andaluz de Relaciones Laborales, 2008 FISHER, R. URY, W. Y PATTON, B., Obtenga el sí. El arte de negociar sin ceder, Gestión 2000, 2003 DE MANUEL DASI, FERNANDO, Técnicas de negociación, ESIC , 2009 MORÁN, C. y FÍNEZ, M.J., Técnicas psicológicas de negociación., Eolas, 2014 GOMEZ-POMAR, Julio, Teorías y técnicas de negociación, Ariel, 2004
Complementary

Recommendations