CHAPTER 1

OBJECTIVE

1. To presented a brief overview of the dynamics of conflict and its management.

2. To defined conflict and discusses how dynamics of conflict and its management exists at
various levels.
3. To examined the strategies most commonly identified for managing conflict.

LEARNING OUTCOMES

1. Dynamics that underlie much of what we will say about the negotiation process.
2. Conflict has many productive aspects, it is important to manage conflict effectively to
preserve its productive features while attempting to minimize its unproductive and
destructive aspects,
3. Strategies that the parties can use themselves and strategies that the parties use by turning
to third parties or conflict management systems to resolve the dispute for them.

CHAPTER 2

1. Negotiators differ in how they “frame” the problem, issue, or conflict.

2. Negotiators differ in the goals they select.
3. Frame and goals help negotiators define the strategy they want to pursue.
4. Negotiations tend to evolve over time according to certain predictable sequences.
5. Frames, goals, strategies and stages set the background for an effective planning process.

LEARNING OUTCOMES

1. There may be other ways to define it that may make the problem more or less amenable to
negotiation and resolution.
2. Goals can be specific (to achieve a particular outcomes) or they can be more general (to
pursue a broader set of interests). Goals can shape the frames we adopt, or frames can
shape the goals we pursue.
3. Although there are many ways to define negotiation strategies and tactics, we specifically
looked at a simple model of strategic choice for negotiation that emphasized two key
choices: how important it is for the negotiator to achieve the desired outcome, and how
important it is for the negotiator to maintain or enhance the relationship with the other
party.
4. Comprise the different stages or phases of a negotiation.
5. There are a number of different planning templates, which tend to emphasize different
element in slightly different sequences.
CHAPTER 3

OBJECTIVE

1. To examined the basic structure of competitive or distributive bargaining situations and

some of the strategies and tactics used in distributive bargaining
2. To identify the bargaining mix in negotiation.
3. To examining the structure of distributive bargaining reveals many options for a negotiator
to achieve a successful resolution.

Learning outcomes

1. Distributive bargaining begin with setting your own opening, target and resistance
points.
2. Each item in bargaining mix can have opning, target and resistance points. The
bargaining mix may provide opportunities for bundling issues together, logrolling or
displaying mutually concessionary behaviour.
3. The negotiators basic goals is to reach a final settlement as a close to the other paty’s
resistance point as possible