Self-assessment 2: Conflict/Negotiation

Conflict/Negotiation Self-Assessment

Worth 50 points

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Self-assessment 2: Conflict/Negotiation
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MGMT 313

 

Please answer the following questions relative to your results on the Thomas Kilmann Conflict Mode Instrument and the in-class negotiation we did on October 20. Your completed assignment should contain approximately 500-600 words, and should be clearly written, free of errors, and should contain specific examples and connect to course concepts/theory, as appropriate, to reinforce your opinions. Submit your completed paper (with name typed in!) via Blackboard assignments.

 

1. What was the dominant conflict resolution strategy (or strategies) used by the salesperson, and to what degree was this approach effective? Provide examples you observed/heard that reflect the use of this strategy and how it helped or hindered the negotiation resolution. (10 points)

2. What was the dominant conflict resolution strategy (or strategies) used by the buyer, and to what degree was this approach effective? Provide examples you observed/heard that reflect the use of this strategy and how it helped or hindered the negotiation resolution. (10 points)

3. Was this negotiation primarily integrative or distributive? Explain, providing evidence from the negotiation and tie it to the concepts presented in class and in the text (p. 407). (10 points)

4. If you had the opportunity to re-do the negotiation, what two things would you do differently and why? Explain, and comment on how this change might have affected the outcome and the relationship. (10 points)

5. In what ways does your dominant conflict resolution strategy help you in the workplace or if you are not currently working, in team projects? In what ways does it hinder you in the workplace/team projects? Explain. (10 points)

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