2. Objetives Understand the concept of negotiation and its key elements. Examine how to use negotiation to manage situations of interdependence. Consider how negotiations may be practical in management conflict. Understand the importance of goal setting in negotiations. Analyze the major elements of negotiation strategy and the process of selecting a strategy. Understand how most negotiations evolve through stages and phases.
29. Intragroup / Intergroup conflict.Dysfunctions of Conflict Competitive, win-lose goals. Misperception and bias. Emotionality. Decreased communication.
30. Blurred issues. Rigid commitments. Magnified differences, minimized similarities. Escalation of conflict. Functions and Benefits of Conflict Makes organizational members more aware and able to cope with problems through discussion. Promises organizational change and adaptation. Strengthens relationships and heightens morale. Promotes awareness of self and others. Enhances personal development. Encourages psychological development—it helps people become more accurate and realistic in their self-appraisals. Can be stimulating and fun.