Part 4 Organizational Behavior

14 Conflict and Negotiation

A photo shows Daniel Ek.

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Learning Objectives

After studying this chapter, you should be able to:

  1. 1 Describe the three types of conflict and the three loci of conflict.

  2. 2 Outline the conflict process.

  3. 3 Contrast distributive and integrative bargaining.

  4. 4 Apply the five steps of the negotiation process.

  5. 5 Show how individual differences influence negotiations.

  6. 6 Assess the roles and functions of third-party negotiations.

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