MGT 305 Ch 15 - Effective negotiations Ethical aspects of...

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MGT 305 STUDY GUIDE – CHAPTER 15 Types of conflict Substantive Emotional Functional Dysfunctional conflict Causes of conflict Indirect conflict management approaches Reduced interdependence Appeals to common goals MBWA Direct conflict management approaches Win – Lose/win-win/lose-lose Avoidance Accommodation Compromise Authoritarian command Competition Negotiation Substance goals Relationship goals
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Unformatted text preview: Effective negotiations Ethical aspects of negotiations Negotiation strategy Distributive negotiations Integrative negotiations The bargaining zone and how may it be expanded. The value of active listening The myth of the “fixed pie” What was the theme of the “Conflict” video? What was the theme of the “Negotiation” video?...
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This note was uploaded on 04/17/2008 for the course MGT 305 taught by Professor Newton during the Spring '08 term at Jacksonville State.

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MGT 305 Ch 15 - Effective negotiations Ethical aspects of...

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