Page 290 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills

Notes 5. Discuss about substantive Fairness.
6. Explain about points in establishing trust.
7. Discuss Trust versus Distrust.
8. What do you mean by Unethical Negotiating Gambits?

9. What is the role of Values in Negotiation?

Answers: Self Assessment

1. Employer 2. Allegations
3. Employee 4. Proceedings
5. Agreement 6. Trust

7. potential 8. False
9. True 10. False
11. True 12. False
13. True 14. True

13.19 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.

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