This preview shows pages 1–2. Sign up to view the full content.
This preview has intentionally blurred sections. Sign up to view the full version.View Full Document
Unformatted text preview: 16. Take a break 17. Try bridge-issue agreements 18. Try using a quick close Closing Negotiations (CASUAL SIP) 1. Concession 2. Alternative 3. Splitting the Difference 4. Ultimatum 5. Assumption 6. Linkage 7. Summarizing 8. Incremental 9. Prompting Collaboration Obstacles 1. Incapable of productive working relationship 2. Inhibited by biases 3. Motivated to only achieve their own goals 4. Pressed for quick outcome 5. Unable to do required work 6. Unable to see potential for collaboration 7. Win-lose attitude Dysfunctions of Conflict (CD MEMBER) 1. Competitive processes 2. Decreased communication 3. Misperception and bias 4. Emotionality 5. Magnified differences; Minimized similarities 6. Blurred issues 7. Escalation of conflict 8. Rigid commitments...
View Full Document
This note was uploaded on 09/08/2011 for the course MAN 4441 taught by Professor Putchinski,l during the Spring '08 term at University of Central Florida.
- Spring '08