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CHAPTER 9: CONFLICT & NEGOTIATION - Coggle Diagram
CHAPTER 9:
CONFLICT & NEGOTIATION
MINIMIZING RELATIONSHIP CONFLICT
Emotional intelligence
Cohesive team
Supportive team norms
THE CONFLICT PROCESS
STURCTURAL SOURCES OF CONFLICT
Incompatible Goals
Differentiation
Task Interdependence
Scarce Resources
Ambiguous Rules
Communication problems
INTERPERSONAL CONFLICT HANDLING STYLES
Win-win orientation
Win-lose orientation
CONFLICT HANDLING CONTINGENCIES
Problem solving
Forcing
Avoiding
Yielding
Compromising
STRUCTURAL APPROACHES TO CONFLICT RESOLUTION
Emphasizing superordinate goals
Reducing differentiation
Improving communication/understanding
Reduce Task Interdependence
Increase Resources
Clarify Rules and Pricedures
SITUATIONAL INFLUENCES ON NEGOTIATION
Location turf
Physical setting
Time Passage and deadlines
Audience
EFFECTIVE NEGOTIATION BEHAVIOR
Preparation and goal setting
Gathering information
Communicating effectively
Making concessions
TYPES OF THIRD PARTY INTERVENTION
(Neutral person to help the parties resolve their differences)
Inuisition
Arbitration
Inquisition