Managing conflict and negotiation

What is it about?

Conflict is always present in managerial work, sometimes overt, though often under the surface and mixed in with collaborative and even friendly relations. IN this chapter we focus on different forms of conflict, various ways in which people respond to conflict (including differences in 'conflict personality'), and the 'staging' of negotiation and conflict resolution.

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Why is it important?

Managers can gain confidence and behave wisely when they have a sound understanding of conflict, a sense of what is going on beneath the surface, and can be alert to issues that lie behind the presenting problems. This chapter provides explanations, models and techniques that can be readily applied in many circumstances.

Perspectives