Page 111 - DMGT519_Conflict Management and Negotiation Skills

Unit 4: Negotiation

9. Describe about the preconditions for Negotiation. Notes
10. What do you mean by distributive Negotiation?

Answers: Self Assessment

1. (a) 2. (b)
3. (b) 4. (c)
5. Labor 6. Conflict

7. Pie Slicing 8. Compromise
9. Negotiator 10. integrative
11. Psychological 12. False

13. False 14. True
15. False

4.27 Further Readings

Books Booth, A., Crouter, A. C., & Clements, M. (Eds). Couples in Conflict. Mahwah, NJ:
Lawrence Erlbaum.

Casing a Promised Land by Goodall: Carbondale: Southern Illinois University
Press.
Conflict Management & Organization Development by Willem F.G. Mastenbroe:
John Wiley & Sons.
Coser, L. The Functions of Social Conflict. New York: Free Press.
Cupach, W.R. & Canary, D.J (1997). Competence in Interpersonal Conflict. Prospect
Heights, IL: Waveland.
International Journal of Conflict Management by Jones, T.S., Remland, Non-
Verbal Communication and Conflict Escalation: An attribution Based Model.
Leading Through Conflict, How Successful Leaders Transform Differences into
Opportunities by Mark Gerzon: Harvard Business School Press.

Nagy, M. Philosophical Issues in the Psychology of C.G. Jung. Albany: SUNY
Press.
Negotiating Successful Research Collaboration. In J.K. Murnighan, Social
Psychology in Organizations: Advances in Theory and Research. Upper Saddle
River, NJ: Prentice Hall.

Nicotera AM. Conflict & Organizations: Communicative Processes. Albany: SUNY
Press.
Obsborn, A.F. Applied Imagination. New York: Scribner.

PE Nelson, The Language of Conflict and Resolution, Thousand Oaks, CA: Sage.
Rubin, J.B. (2004). Good life: Psychoanalytic Reflections on Move, Ethics, creativity
and spirituality. Albany: SUNY Press.

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