Conflict and Negotiations

This resource looks at the causes and variants of conflict, the consequences of short and long-term conflicts in teams and groups, and conflict resolution tactics. You will learn about the stages of negotiation, bargaining strategies, and the negotiation process. The text also considers international negotiations and how cultural differences impact those. As you reach the end of the text, ensure that you understand what a BATNA is and why it matters in negotiation.

Chapter Review Questions

  1. Identify the types of conflict commonly found in organizations, and provide examples of each.
  2. How can conflict be good for an organization?
  3. Identify some reasons for the prevalence of intergroup conflict in organizations.
  4. How does intergroup conflict affect behavior within a work group? behavior between two or more groups?
  5. Review the basic conflict model discussed in this chapter. What lessons for management follow from this model?
  6. Of the various strategies for resolving and preventing conflicts that are presented in this chapter, which ones do you feel will generally be most effective? least effective? Why?
  7. What is the difference between distributive and integrative bargaining? When would each be most appropriate?
  8. How can cultural differences affect bargaining behavior? If you were negotiating with a Japanese firm, what might you do differently than if you were facing an American firm? Explain.