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Negotiation Presentation for Website

Negotiation Presentation for Website

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Published by Raj Maana

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Published by: Raj Maana on Feb 23, 2011
Copyright:Attribution Non-commercial

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08/28/2013

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Negotiation
Methods that address ethics problemsbetween individuals, and between andwithin teams and organizations
SHIBA SANKAR BEHERARAVENSHAW MANAGEMENT CENTRE, CUTTACK 
 
The necessity of negotiation
‡ Teams are ubiquitous. When do we need tonegotiate?
Used car, Ugli Orange case, Class teams
‡ Levels
± Between individuals± Inter-team negotiation± Intra-team negotiation
‡ The need for ethical behavior 
 
Ethics Framework 
EmbeddedTraditionSystemGoverningEthicsValuesActionsErrors or Mismatch
Source: Nielsen 1996, Adapted from Argyris 1990
Single-Loop Win-Lose PoliticsSingle-Loop Win-Win PoliticsDouble-Loop Dialog PoliticsTriple-Loop Dialog Politics

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