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conflict that takes place among different groups, such as different departments or divisions in a company, or between union and management, or between companies, such as companies who supply the same customer
a middle ground conflict handling style in which a person has some desire to express their own concerns and get their way but still respects the other persons goals as well
alternative dispute resolution
includes mediation, arbitration, and other ways of resolving conflicts with the help of a specially trained, neutral third party without the need for a formal trial or hearing
stands for the best alternative to a negotiated agreement. determining your BATNA is one important part of the investigation and planning phase in negotiation
the last part of negotiation in which you and the other party have either come to an agreement on the terms, or one party has decided that the final offer is unacceptable and therefore must be walked away from
a process that involves bringing in a third party, the arbitrator, who has the authority to act as a judge and make a binding decision to which both parties must adhere
the traditional fixed pie approach in which negotiators see the situation as a pie that they have to divide between them
an approach to negotiation in which both parties look for ways to integrate their goals under a larger umbrella
a process in which an outside third party (the mediator) enters the situation with the goal of assisting the parties to reach an agreement
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