1. Mngt 305 ch. 17 Learning Objectives (Managing Conflict, Politics, and Negotiation) 17-1  Explain why conflict arises, and identify the types and sources of conflict in organizations.  Describe conflict management strategies that managers can use to resolve conflict effectively.  Understand the nature of negotiation and why integrative bargaining is more effective than distributive negotiation.

2. Mngt 305 ch. 17 Learning Objectives (Managing Conflict, Politics, and Negotiation) 17-2  Describe ways in which managers can promote integrative bargaining in organizations  Explain why managers need to be attuned to organizational politics, and describe the political strategies that managers can use to become politically skilled.

7. COLLECTIVE BARGAINING SIMULATION DE-BRIEFING  What did you learn from the exercise?  Strategies/tactics used?  What worked, what didn’t?  What mistakes were made?  If you had it to do over, what would you do differently?

8. COLLECTIVE BARGAINING SIMULATION DE-BRIEFING  What terms were most difficult to negotiate?  Influence of time pressure and deadline?  Influence of opponents’ behavior?  Impact of magnitude/frequency of concessions?