Lecture 9: Conflict Resolution: Processes

Question 1

Distributive Negotiation

Answer 1

• There a number of goods available and each party wants to maximize the number that he or she acquires

Question 2

BATNA

Answer 2

Best
Alternative
To a
Negotiated
Agreement

• Position that would be pursued if negotiations fell apart

Question 3

Mary Parker Follett

Answer 3

• Integrative Negotiation
• Did not see conflict as an organizational pathology but as a normal occurence of social life
• She claimed that conflict can even be constructive because its successful management and resolution require the development of new attitudes and organizational innovations

Question 4

Saner

Answer 4

Four Phases of Formal Negotiation

1. Warming up
2. Presenting postions
3. Edging closer
4. Concluding/breaking down

Question 5

Deborah Kolb and Judith Williams

Answer 5

Shadow Negotiation
- Refers to the fact that there are two parallel sets of dynamics in every negotiation

• First set is issues presented for negotiation
• Second is how the parties are doing in relation toe the process

Question 6

Phyllis Beck Kritek

Answer 6

• For example, a negotiation could have experienced negotiators who are accustomed to standard practices on one side and a group with no negotiation experience on the other
• Other instances include those used to having authority and a sense of entitlement opposite those who do not attempt to dominate the situation