Ch 1: Introduction to Negotiation & Conflict Management

About This Chapter

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Introduction to Negotiation & Conflict Management - Chapter Summary

Our informative chapter provides an introduction to conflict management and negotiation. You'll look at topics including negotiation in the workplace and on a personal level. Additional lesson topics include the characteristics of mutual agreement and negotiation, plus the positions, values and needs at work in negotiations. We've made it easy to go back and review any portion of a video lesson with the video tabs feature in the Timeline. Taking the quizzes that accompany the lessons is a great way to prepare for an exam or just check your understanding before you move on to other subjects. After completing this chapter, you should be ready to:

  • Understand the importance of incentives in negotiation
  • Avoid common judgment errors and biases in decision making
  • Identify the perspectives that define conflict in the workplace
  • Manage conflict in organizations
  • Explain Ury, Brett and Goldberg's dispute resolution framework
  • Outline the alternative forms of dispute resolution
  • Detail the seven steps involved in the decision-making process
  • Define ethical decision making and what it entails
  • Discuss the role ethics plays in negotiations

12 Lessons in Chapter 1: Introduction to Negotiation & Conflict Management
Test your knowledge with a 30-question chapter practice test
Personal & Workplace Negotiation: Definition & Examples

1. Personal & Workplace Negotiation: Definition & Examples

In your personal life, a negotiation can be simple - like deciding on a child's bedtime - or complex, as when buying a car. At work, negotiations can be very complicated. This lesson will examine the basics of the process and provide both personal and professional examples.

Negotiation & Mutual Agreement: Characteristics & Examples

2. Negotiation & Mutual Agreement: Characteristics & Examples

When two parties have a discussion to settle an issue and then come to an understanding, you could call that a negotiation resulting in a mutual agreement. In this lesson, we'll examine the characteristics of negotiation and provide examples.

Interests, Positions, Needs & Values in Negotiations

3. Interests, Positions, Needs & Values in Negotiations

There are many elements that go into a negotiation, and a good negotiator must be able to navigate each one. In this lesson, we'll examine how interests, positions, needs, and values come into play at the bargaining table.

Incentives in Negotiation: Use & Importance

4. Incentives in Negotiation: Use & Importance

An incentive is an inducement to do or not do something. In a negotiation, we offer incentives because we're looking for a response from the other party. In this lesson, we'll examine how incentives are used in different types of negotiations.

Common Biases and Judgment Errors in Decision Making

5. Common Biases and Judgment Errors in Decision Making

In order for companies to be successful they have to be able to learn from their mistakes. One way they can do that is to identify biases and errors that might occur during decision making.

Defining Workplace Conflict: Types and Perspectives

6. Defining Workplace Conflict: Types and Perspectives

When conflict develops within an organization, there are different ways that managers can handle issues. The three different perspectives regarding conflict are traditional, interactionalist and managed conflict.

Conflict Resolution: Managing Conflict in Organizations

7. Conflict Resolution: Managing Conflict in Organizations

Conflict can be solved in many ways. This lesson provides an overview of the different types of conflict resolution strategies, including avoidance, accommodation, competition, compromise, and collaboration.

Ury, Brett & Goldberg's Dispute Resolution Framework

8. Ury, Brett & Goldberg's Dispute Resolution Framework

Some people see a dispute as a reason for a fight, and they prepare for battle. It doesn't have to be like that. In this lesson, we'll examine Ury, Brett, and Goldberg's dispute resolution framework and how it can be used in a situation of conflict.

Alternative Forms of Dispute Resolution: Negotiation, Mediation & Arbitration

9. Alternative Forms of Dispute Resolution: Negotiation, Mediation & Arbitration

In the eyes of the law, there are several ways a dispute can be settled. Some disputes can simply be negotiated to a win-win outcome. Others may require a third party to assist in coming up with solutions to remedy a situation.

The Seven Steps of Decision Making

10. The Seven Steps of Decision Making

Effective decision-making is an essential skill for every manager. In this lesson, you'll learn about a seven-step process for effective decision-making. You'll also have an opportunity to take a short quiz after the lesson.

Ethical Decision Making

11. Ethical Decision Making

We have to make decisions every day, and many of these decisions have an ethical dimension. In this lesson, you'll learn about ethical decision-making and a process you can use to make ethically sound decisions. A short quiz follows.

What is the Role of Ethics in Negotiation?

12. What is the Role of Ethics in Negotiation?

If ethics are moral principles that guide our behavior, how do we apply ethics to a negotiation? In this lesson, we'll examine what ethical conduct is in a negotiation and how to tell if someone is behaving ethically.

Chapter Practice Exam
Test your knowledge of this chapter with a 30 question practice chapter exam.
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Practice Final Exam
Test your knowledge of the entire course with a 50 question practice final exam.
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