The document discusses conflict, negotiation, and intergroup behavior. It defines conflict as disagreements over goals or issues that cause emotional tension. There are different types of conflict, including substantive versus emotional, and levels from individual to organizational. Conflict can be functional or dysfunctional depending on the situation. The document outlines several approaches to managing conflict, including direct methods like competing, collaborating, compromising, and indirect methods like appeals to common goals. It also discusses the negotiation process and different negotiation styles, such as distributive versus integrative bargaining. Finally, the document notes some factors that influence negotiation and methods for managing intergroup relations.

1. Conflict, Negotiation, and Intergroup Behavior When two people in business always agree, one of them is unnecessary. -- W. Wrigley, Jr.

7. Conflict and Unit Performance High Low High Low A B C

9. Five Conflict Management Styles Assertiveness Cooperativeness Unassertive Assertive Uncooperative Cooperative Competing Collaborating Compromising Avoiding Accommodating

10. but I think each style can be appropriate in different circumstances...

17. The Negotiation Process Preparation and Planning Definition of Ground Rules Clarification and Justification Closure and Implementation Bargaining and Problem Solving

20. M ethods for Managing Intergroup Relations High Low Cost to use each method Integrating departments Teams Task forces Liaison roles Planning Hierarchy Rules and procedures