This preview shows page 1. Sign up to view the full content.
Unformatted text preview: 1.7. Describe different strategies that managers can use to resolve conflict between their employees and to promote functional conflict 2. Negotiation 2.1. Define negotiation 2.2. Distinguish between distributive and integrative bargaining and describe the conditions under which each type of bargaining is most effective 2.3. Describe guidelines for effective integrative bargaining 2.4. Define target point, resistance point, aspiration range, BATNA 2.5. Describe the falling in love rule and guidelines for making an opening bid 2.6. Describe the five steps of the negotiation process as described in the textbook...
View Full Document
- Fall '07