Preparation+for+Class+on+March+28 - o What is BATNA and...

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Spring 2011 Kaumudi Misra Preparation for Class on March 28, 2011 CHAPTER 14 Conflict: Define Conflict. Differentiate between the traditional, human relations, and interactionist views of conflict. Outline the conflict process o Incompatibility o Cognition o Intentions o Behavior o Resolution Negotiation: Define negotiation. Contrast distributive and integrative bargaining. Apply the five steps in the negotiation process.
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Unformatted text preview: o What is BATNA and when is it applied? • Show how individual differences influence negotiations. • Assess the roles and functions of third-party negotiations. • Describe cultural differences in negotiations. THINK: • What is the relationship between Power, Politics and Conflict Negotiation? • What is a common application of the negotiation process in the organizational context? 1/1...
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