Chapter Outlines

Chapter 11

 

I. Defining Conflict

A. Factors Needed

1. Definition and Characteristics

2. Different Perspectives

B. Views of Conflict

1. Different Views

2. High and Low Levels

C. Consequences of Conflict: Perspectives

D. Types and Levels of Conflict

1. Types

2. Levels

 

II. Culture and Conflict: Cultural Values - Impact

 

III. Sources of Conflict

A. Personal Sources of Conflict

B. Organizational Sources of Conflict

 

IV. Managing Conflict

A. Introduction: Impact of Managers and Leaders

B. Behavioral and Attitudinal Approaches

1. Behavioral Approach

2. Attitudinal Approach

C. Individual Conflict Management Style

1. Dimensions

2. Different Styles

D. Determining the Right Conflict Management Style: Matching

E. Preventing and Reducing Conflict

1. Behavioral Methods of Conflict Prevention and Reduction

2.  Attitudinal Methods of Conflict Prevention and Reduction

F. Increasing or Stimulating Conflict: Methods

 

V. Negotiating

A. Definition: Context

B. The Negotiation Process

1. Common elements:

2. Phases

C. Ethics and Negotiation: Ethical Dilemmas

D. Culture and Negotiation: Impact of Culture

E. Common Mistakes in Negotiation: Names and Definitions

 

VI. Negotiation Strategies

A. Skills, Strategies, Qualities

B. Specific Negotiation Strategies

C. Selecting a Strategy

D. Trusting Collaboration

E. Firm Competition

F. Open Subordination

G. Active Avoidance