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How To Manage Conflict in the Organization, Second Edition by Gregg L Carter

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5Negotiation: The Open Approach to Conflict Resolution

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Learning Objectives

By the end of this chapter, you should be able to:

• Define negotiation and describe how it can help resolve conflicts.

• Describe the five styles of conflict resolution and identify which one you use most often.

• Explain the advantages and disadvantages of the forcing, compromising, and collaborating negotiating orientations.

• Describe the four most important elements of principled negotiation and how to put these into action.

• Describe five ways to handle angry, hostile, or inflexible disputants to get them to participate in the principled negotiation approach to conflict ...

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