CONFLICT MANAGEMENT AND NEGOTIATION SKILLS SOLVED NOTES EBOOK CHAPTERWISE

CONFLICT MANAGEMENT AND NEGOTIATION SKILLS  SOLVED NOTES  EBOOK CHAPTERWISE

Product Details: CONFLICT MANAGEMENT AND NEGOTIATION SKILLS  SOLVED NOTES  EBOOK CHAPTERWISE  

Format: EBOOK  DOWNLOAD IN FEW HOURS

Pub. Date: NEW EDITION APPLICABLE FOR Current EXAM

Edition Description: 2018-19

Pages   :   220+

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 PREVIEW OF CHAPTERS SYLLABUS

CONFLICT MANAGEMENT AND NEGOTIATION SKILLS

Description

1. Conflict: Different thoughts  on  conflict,  Constructive  and  Destructive  Conflict,  Conflict,  Chaos  and

complexity  theories,  Systems  approach  to  conflict  Diagnosis.  Managing,  using,  resolving  conflict  through

negotiation.

2. Personality: Facets of Personality and its impact on Negotiation Approach and Temperament. Selfmonitoring, competitiveness and type A and type B personality, Jungian personality preferences, Four main

alternative Preferences and Temperaments. Mental Mechanisms: Major and Minor mental mechanisms

3. Negotiation:All Human Interaction is Negotiation, Negotiation and its components, Personal nature of

Negotiation, Conscious and Unconscious determinants of Negotiation performance, Rules of Negotiation,

Negotiation process and preparation, Team negotiation

4. Negotiation Style:Four major Negotiation Styles (Avoidance, Competitive, Compromising and

Collaborative), choosing the appropriate style, Alternative styles, strategies and techniques of negotiation

5. Understanding the importance of perception, power, communication and leadership and public relations in

negotiation. Principles of persuasion, Third party intervention.

6. Distributive Bargaining: Classical distributive bargaining, Opening offers, Role of norms, Counteroffers.
7. Integrative Bargaining: Integrative versus Distributive Bargaining, The Categorization Method, Interested

based Bargaining.

8. Gaining leverage through power and persuasion: leveraging power from your BATNA (Best Alternative To a

Negotiated Agreement), leveraging the sources of power, leveraging power through persuasion, leverage

power through pressure tactics.

9. Ethics, fairness, and trust in negotiation: Ethics -values and behaviours in negotiations, Fairness -substantive and procedural fairness in negotiation, appropriate or inappropriate negotiating tactics, Trust –

bases and relationship in negotiating trust, trust and distrust, establishing trust.

10. Closing the Deal and Post Negotiation Evaluation:agreement template, closingstage, moving past statement and building a relationship.