Final Notes - 17:45 Conflictisinherent, ,9/ more...

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Introduction to Conflict 17:45 Conflict is inherent, why not use it to your advantage ¾ of new hires accept the salary that is offered, 9/10 of the companies are willing to pay  more organization trends going green horizontal structure team input mergers and acquisition globalization outsourcing characteristics of negotiation situations flexibility in terms two or more parties interests (some overlap, some are unique) both people think they are better off negotiating than walking away Functional Dysfunctional Each party gains value Closed minded Prevents future conflict Decrease communication Improves communication creativity *goal = maximize functional, minimize dysfunctional
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Dual Concerns Model/Distributive Bargaining 17:45 Dual Concerns Model
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Dual Concerns Model/Distributive Bargaining 17:45 Ways to use Negotiation strategy How much you care about outcome v relationships Think about other side’s perspective Unilateral v bilateral Strategic way Conceptual view/conventional school of thought Optimal negotiation strategy is determined by dual concerns model Harvard school of thought Any and all negotiations can and should be done using integrative bargaining (principle 
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Final Notes - 17:45 Conflictisinherent, ,9/ more...

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