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  List and discuss three conflict situations faced by managers. List and discuss the major indirect conflict management approaches. Under what conditions might a manager use avoidance or accommodation? Compare and contrast distributive and integrative negotiation. Which is more desirable? Why?  

THE HOUSE OF PRITZKER Just four years after the death of patriarch Jay Pritzker, one of America’s wealthiest families is being torn apart by sibling rivalry and resentment. At the heart of the dispute is a rift over control of the family businesses and fortune, which include Hyatt Hotels, thousands […]

CONFLICT IN CLOSE QUARTERS A team of psychologists at Moscow’s Institute for Biomedical Problems (IBMP) wanted to learn more about the dynamics of long-term isolation in space. This knowledge would be applied to the International Space Station, a joint project of several countries that would send people into space for […]

1. Suppose you head one of five divisions in a multinational organization and are about to begin this year’s budget deliberations at headquarters. What are the characteristics of your audience in these negotiations, and what effect might they have on your negotiation behavior? 2. Managers tend to use an inquisitional […]

1. This chapter describes three levels of task interdependence that exist in interpersonal and intergroup relationships. Identify examples of these three levels in your work or school activities. How do these three levels affect potential conflict for you? 2. Jane has just been appointed as purchasing manager of Tacoma Technologies […]

What are the negotiation phases and what goes on during each of them? When negotiating, is establishing a BATNA important? Why or why not? What are the third-party conflict resolution options available? Is the goal of negotiation to maximize your economic outcome at all costs? Why or why not? Is […]