Few Theories on the Origin of Conflict
Attribution Theory Heider et al
People explain the cause of events and assign blame according to their own
experiences. Differing perspectives create conflict.
For example: If your parents were very strict then conf
Twelve Angry Men Jury
Juror 1 Foreman
Juror 2 Small Timid Guy
Juror 4 Logical Stock-broker
Juror 5 Grew up in slums
Juror 7 Salesman (the game)
Juror 8 Emerges as Leader
Juror 10 Hateful Bigot
Juror 11 Refugee from Europe
Juror 3 Last to Change Vote
S2013 Class Notes Neg. Apr 15
French and Raven's Five Forms of Power
This is the power to force someone to do something against their will.
This results from one person's ability to compensate another for compliance.
S2013 Negotiation Class Notes Apr 22
Definition of Culture: The common experiences, beliefs and practices of a group or community of
people, as expressed in their relationships one with the other and with outsiders.
Class Notes Apr 8-Negotiation
Negotiating with Giants
Negotiating from Weakness
What to do when their BATNA is strong and yours is weak.
#1 Dont reveal your weaknesses
Remember the campaign manager for President Roosevelt that had already used a photograp
9-S2013 Class NotesNegotiation
Negotiation and Ethics
Review of Kohlberg's Stages of Ethical Development
Level 1 Pre-conventional (egocentric)
Stage 1 : Obedience-Do what your told to avoid punishment
Stage 2: Relativity-Seek the interest of other
Class Notes Mar 18, 2013-Negotiation
Continuing with Motivation
The 3rd Drive
Scientists have long known that two main drives power human behavior the biological drive including
hunger, thirst and sex and the reward-punishment drive. However in 1949, Harr
4-Class Notes Feb 2, 2017
The single biggest problem in communication is the illusion that it has taken place. George Bernard Shaw
Why Study Communication?
Dr. Robert Bolton - Ridge Communication Consultants
80% of people who fail professio
1-Class Notes-Jan. 11
Conflict Management and Negotiation S2017
OBHR 4352, K. Ritchey
Read the syllabus on e-learning.
Direct Questions to instructor
Electronics and Class Participationplease leave them off.
Grading (see syllabus )
Biases and Decision Errors
Active Listening Terms Recap
Paraphrasingrestating what you heard them say in your own words.
Mirroringrepeating what you heard exactly using the same body language/emotion.
Clarifying Questionsquestion your interpretation of
The Art of Communication: Notes Feb 2
Recap Garage Sale Negotiation
1. Understand your own communication style
2. Your communication style is not the only one
3. Learning to adapt to other styles while a
Class Notes Week 3 - Jan. 25
Key Lessons for Negotiators
resource: David Venter-Negotiation Newsletter
Know Your Goal
Whenever possible, set SMART goals
specific, measurable, attainable, relevant and time-bound.
The more you can clarify your goals, the
2-Class Notes-Jan 18 2017
Conflict -Theory and Framework
Truths About Conflict Isenhart and Spangle
Conflict is inevitable
Conflict behavior follows certain patterns
Conflict appears chaotic but many elements are consistent and predictable.
Group 7: Transformative Mediation Handout
Mediation: is an informal or formal way people resolve
disputes with the help of a nuetral party, a mediator. The
mediator helps the parties find a mutually agreeable solution.
Three Types of Mediation