Mngt 305 ch. 17 Learning Objectives (Managing Conflict, Politics, and Negotiation)17-1

Explain why conflict arises, and identify the types and sources of conflict in organizations.

Describe conflict management strategies that managers can use to resolve conflict effectively.

Understand the nature of negotiation and why integrative bargaining is more effective than distributive negotiation.

Mngt 305 ch. 17 Learning Objectives (Managing Conflict, Politics, and Negotiation)17-2

Describe ways in which managers can promote integrative bargaining in organizations

Explain why managers need to be attuned to organizational politics, and describe the political strategies that managers can use to become politically skilled.

COLLECTIVE BARGAINING SIMULATION DE-BRIEFING

What did you learn from the exercise?

Strategies/tactics used? What worked, what

didn’t? What mistakes were

made?

If you had it to do over, what would you do differently?

COLLECTIVE BARGAINING SIMULATION DE-BRIEFING

What terms were most difficult to negotiate?

Influence of time pressure and deadline?

Influence of opponents’ behavior? Impact of

magnitude/frequency of concessions?