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Chapter_12 - 138 | Chapter 12: Managing Conflict and...

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Unformatted text preview: 138 | Chapter 12: Managing Conflict and Negotiating Effectively Chapter 12 Managing Conflict and Negotiating Effectively CHAPTER OVERVIEW In Chapter 12, we examine conflict and negotiation from several perspectives. First, we present the core dimensions of conflict and note different attitudes about it. Second, we identify the primary levels of conflict found in organizations. Third, we discuss five interpersonal styles in conflict management and the guidelines under which each style may be appropriate. Fourth, we address the types of negotiation, basic negotiation strategies, and highlight the role of third-party mediation in the negotiation process. Fifth, we discuss some of the complications and recommendations for negotiations across cultures. LEARNING GOALS Upon completion of this chapter, the students should be able to: Describe the four basic levels of conflict in organizations. Explain and use the common interpersonal conflict handling styles. Discuss and supply the core stages, strategies, and influences in negotiations. State several of the unique aspects and recommendations for negotiating across cultures. CHAPTER OUTLINE I. Learning from Experience: Sue Peschin and Amy Gearing II. Levels of Conflict A. Intrapersonal Conflict B. Interpersonal Conflict C. Intragroup Conflict D. Intergroup Conflict E. Teams Competency: IBMs Cross-Team Workouts 139 | Chapter 12: Managing Conflict and Negotiating Effectively III. Interpersonal Conflict Handling Styles A. Avoiding Style B. Forcing Style C. Accommodating Style D. Collaborating Style E. Compromising Style F. Effectiveness of Styles G. Self CompetencyKathryn Correia, Managing Conflicts at ThedaCare IV. Negotiation in Conflict Management A. Stages of Negotiation B. Distributive Negotiations Strategy C. Integrative Negotiations Strategy D. Common Influences on Negotiation Strategies E. Change CompetencyAndy Stern, Leading Changes in Labor-Management Relations V. Negotiating Across Cultures A. Differences in Negotiators B. Cross-Cultural Emotional Intelligence C. Negotiation Process D. Across Cultures CompetencyNegotiating with the Chinese and Views of H-P Executives VI. Chapter Summary A. Key Terms and Concepts B. Discussion Questions VII. Experiential Exercise and Case A. Experiential Exercise: Self Competency---Conflict Handling Styles B. Case: Communication CompetencyLee Johnson and Chris Performance Review Chapter 12: Managing Conflict and Negotiating Effectively | 140 KEY TERMS AND CONCEPTS Twenty-five key terms and concepts are developed in Chapter 12. The key terms and concepts, along with definitions or appropriate descriptions, are as follows: Accommodating style: refers to cooperative and unassertive behaviors....
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Chapter_12 - 138 | Chapter 12: Managing Conflict and...

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