1. Origins and Nature of Conflict Class I

2. Administrative Other quizzes will be in the same format as today’s quiz Keep up with reading Sample journal entries on home page

3. Review Twelve Angry Men – Sources of Conflict

4. Today I. Ugli Orange Negotiating Exercise II. The Disgruntled Airline Passenger and other parables III. Sources of Conflict

5. I. The Ugli Orange Negotiating Exercise Hand out materials and do the exercise What kinds of Ugli Orange Outcomes Did We Get? Why? What do we learn from this exercise?

6. II. The Disgruntled Airline Passenger Origin of the dispute, cancellation of flight on New Year’s Eve, 1980, 10 days before the flight Moved passenger from 5:30 pm flight to 1:30 pm flight thus requiring him to miss half a day of work History of the dispute Is this a satisfactory outcome for the passenger? Why or why not?

7. II. The Disgruntled Airline Passenger What would Kim and Mauborgne have to say about this outcome? Why?

8. II. Other parables The “good news” Woman comes home and tells her husband she has accepted a new job in another city and they’ll be moving in three months How will the husband react? Why? What is wrong with this process?

9. III. Sources of Conflict What are the sources of conflict? Why do people disagree? Differences in Roles Differences in Perception Differences in Knowledge/Information Differences in Tastes/Style Differences in Values/Beliefs Differences in Interests

10. III. Sources of Conflict How do we resolve conflicts based on each of these sources? Roles Perceptions Information/Knowledge Tastes Values Interests

11. Next Time Begin the analysis of difficult conversations