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Organizational Behaviour: Text and Cases
book

Organizational Behaviour: Text and Cases

by Kavita Singh
May 2024
Intermediate to advanced content levelIntermediate to advanced
500 pages
30h 14m
English
Pearson India
Content preview from Organizational Behaviour: Text and Cases
318
PART II: INTERPERSONAL AND TEAM PROCESSES
Generally, it is found that individuals want everyone to accept their viewpoints at the
cost of what is important.  e focus of negotiation should be on the underlying needs
and interests of the people concerned rather than their position in the organization.
2. Separate the people from the problems:  e dynamics of interpersonal relation-
ship between the people involved in the negotiation process should not take priority
over the main issues. Negotiators should try to work on mutually acceptable solutions
rather than trying to let each other down while negotiating.
3. Insist on using objective ...
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Publisher Resources

ISBN: 9781282652729Publisher WebsitePurchase Link