Page 211 - DMGT519_Conflict Management and Negotiation Skills

Unit 9: Distributive Bargaining

9.13 Review Questions Notes

1. Describe about classical Distributive Bargaining.
2. What do you know by bracketing?

3. Explain about Fairness Norm.
4. Describe about Reciprocity norm.
5. What do you know about counter offers?
6. Explain about Contingency contract.
7. Explain about relational and Substantive Information.

8. What are the role of Norms?
9. Briefly explain about distributive bargaining.

Answers: Self Assessment

1. Classic 2. ZOPA
3. negotiation 4. bracketing

5. large 6. True
7. True 8. False
9. False 10. False
11. True 12. (i)

13. (ii) 14. (iii)

9.14 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.

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