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Business Negotiation

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Question 1

As defined by Harry Webne-Behrman, conflict is ‘a disagreement through which the parties involved perceive a threat to their needs, interests or concerns’.

There are commonly four levels of conflicts commonly known. They are intrapersonal conflict, interpersonal conflict, intragroup conflict and intergroup conflict.

▪ Intrapersonal Conflict Intrapersonal conflicts include ideas, thoughts, emotions, values or drives that are in conflict with one another. For example, in the army, many soldiers may disagree with their superiors’ orders. However, they choose to keep it to themselves due to the regimentation. It is important to note that these conflicts occur within an individual. Hence, it may not be relevant to a conflict between two parties.

▪ Interpersonal Conflict Interpersonal conflicts occur between individuals. For instance, it can happen between co-workers, spouses, siblings or even neighbours. At this level, we study interpersonal negotiation, and directly address the management and resolution of interpersonal conflict.

▪ Intragroup Conflict Intragroup conflicts happen within a group, be it a team, work group members, families, classes or living units. At this level, we analyse conflict as it affects the ability of the group to make decisions, work productively, resolve its difference, so as to continue achieve its goals effectively.

▪ Intergroup Conflict Intergroup conflicts arise between organizations, ethnic groups, warring nations, or fragmented families. At this level, conflict is difficult to understand because of the large number of people involved. This is also the most complex level.

Conflicts have both dysfunctions and benefits. It is dysfunctional because it may be an indication that something is wrong and it may create destructive consequences. On the other hand, I

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