Page 231 - DMGT519_Conflict Management and Negotiation Skills

Unit 10: Integrative Bargaining

10.11 Review Questions Notes

1. Discuss about Integrative versus Distributive Bargaining.
2. Describe about the categorization method.

3. Explain about Interest based Bargaining.
4. Describe about the Integrative Negotiation process.
5. What are the keys to successful Integrative Bargaining?
6. What are the principles of IBB?
7. Describe about the Thompsons Pyramid Model.

8. What do you know about collaborative atmosphere?
9. Explain about Recognition of the Relationship.
10. Discuss about IBB at work.

Answers: Self Assessment

1. Win-lose 2. Negotiation

3. Interest Based Bargaining 4. fourth
5. philosophy 6. True
7. False 8. True
9. False 10. False

11. (b) 12. (d)
13. (a) 14. (d)

10.12 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.

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