RSM260H1 Chapter : Negotiation
19 Dec 2011
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Chapter 13 conflict and stress pg 448 454. Approaches to managing conflict are a function of both how assertive you are in trying to satisfy your own / group s concerns and how cooperative you are in trying to satisfy those of the other party or group. Avoiding low assertiveness of one s own interests and low cooperation with the other party. Does not change the situation effectiveness is limited. Accommodating one cooperates with the other party, while not asserting one s own interests. Competing maximizes assertiveness for you own position and minimize cooperative responses. Won-lose terms when hv power and sure of facts. Compromise combines intermediate levels of assertiveness and cooperation e. g. plea bargain. Rules of exchange between two parties does not always result in the most creative response to conflict not useful for conflicts from power asymmetry good for scarce resources.
