Conflict and Negotiation

Let us never negotiate out

of fear. But let us never fear

to negotiate.

-John F. Kennedy

LEARNING

OBJECTIVES

After studying this chapter, you should be able to:

J Define conflict.

2 Differentiate between the

traditional, human relations, and

interactionist views of conflict.

3 Outline the conflict process.

4 Define negotiation.

HI

5 Contrast distributive and

integrative bargaining.

6 Apply the five steps of the

negotiation process.

7 Show how Individual differences

Influence negotiations.

8 Assess the roles and functions of

third-party negotiations.

9 Describe cultural differences in

negotiations.