MGMT1135 Midterm: MGMT1135_ OUTCOMES OF CONFLICT
Document Summary
Provides the medium through which problems can be aired and tensions can be released. Fosters an environment of self-evaluation and change. Negotiation permeates the interactions of almost everyone in groups and organisations. There"s the not-so-obvious: managers negotiate with employees, peers and bosses; salespeople negotiate with customers; purchasing agents negotiate with suppliers. And there"s the subtle: an employee agrees to cover for a colleague for a few minutes in exchange for some past or future benefit. In today"s loosely structured organisations, in which members work with colleagues over whom they have no direct authority and with whom they may not even share a common boss, negotiation skills become critical. Negotiation (or bargaining) is a process in which two or more parties exchange goods or services and attempt to agree upon the exchange rate for them. The two general approaches to negotiation differ in their goal, motivation, focus, interests, information sharing and duration of relationship.
