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Conflict and Negotiation: How to get from a Problem to a Solution. Matthew J. Hendrickson Ball State University Psysc 618: Thinking
Conflict (Psychologically Defined) ,[object Object],[object Object],[object Object],[object Object],[object Object]
Conflict (Management Defined) ,[object Object],[object Object],[object Object]
Functional/Dysfunctional Conflict ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Conflict/Performance Relationship
Causes of Conflict ,[object Object],[object Object],[object Object]
Causes of Conflict continued… ,[object Object],[object Object],[object Object]
Psychological Contract ,[object Object],[object Object],[object Object]
Psychological Contract continued… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Psychological Contract
Approaches to dealing with conflict: ,[object Object],[object Object],[object Object],[object Object]
Approaches to dealing with conflict: continued… ,[object Object],[object Object],[object Object],[object Object]
Berne’s Transactional Analysis (Review by Dévényi & Somogyvári, 2002) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Berne’s Transactional Analysis continued… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Complementary Transaction
Crossed Transaction
Hidden Transaction
Stroke/Games & Scripts/Life Positions Transactions
 
Negotiation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Negotiation continued… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Four Rules of Principled Negotiation ,[object Object],[object Object],[object Object],[object Object]
Negotiation “Pitfalls” ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Becoming a Better Negotiator (Nadler, Thompson, Van Boven) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Structural Properties of Negotiation Vetschera (2006) ,[object Object],[object Object],[object Object],[object Object],[object Object]
Punitive Capability (De Dreu, Giebels, & Van de Vliert, 1998) ,[object Object],[object Object],[object Object]
Punitive Capability continued… ,[object Object],[object Object],[object Object],[object Object]
Program on Negotiation at Harvard Law School ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Questions? ,[object Object]
References: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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Conflict and Negotiation: How to get from a Problem to a Solution.