Week11r - WEEK ELEVEN Conflict and Negotiation Please...

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WEEK ELEVEN Conflict and Negotiation Please remember to bring with you: Case incident David Out-Negotiating Goliath: Apotex and Bristol-Myers Squibb
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WEEK ELEVEN Conflict and Negotiation Interpretations of Conflicts Conflict as a Process Negotiation and Bargaining Strategies The Negotiation Process Third Party Negotiation
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Interpretations of Conflicts (1) Definitions of Conflict “A process that begins when one party perceives that another party has negatively affected, or is about to negatively affect, something that the first party cares about” (Robbins & Judge, 2009, p. 519)
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Interpretations of Conflicts (2) Changing Views of Conflicts (1) Traditional view The belief that all conflicts are harmful and must be avoided. Human relations view The belief that conflicts are natural occurrences in all groups and organizations. The inter-actionist view The perspective that conflict can be not only a positive force in a group but that “some conflict is absolutely necessary for a group to perform effectively” (Robbins & Judge, 2009, p. 521)
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Interpretations of Conflicts (3) Changing Views of Conflicts (2) Functional versus dysfunctional conflict (1) The Inter-actionist approach does not however propose that all conflicts are good. Conflicts can be functional or dysfunctional in their nature Functional conflicts are constructive in nature in that they support the goals of the group and improve its performance. Dysfunctional conflicts are destructive in nature in that they hinder group performance.
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Interpretations of Conflicts (4) Changing Views of Conflicts (3) Functional versus dysfunctional conflict (2) We also need to pay attention to the types of conflict:
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This note was uploaded on 06/17/2010 for the course MGT 3906 taught by Professor Syedakhtar during the Spring '10 term at City University of Hong Kong.

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Week11r - WEEK ELEVEN Conflict and Negotiation Please...

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