Chapter 1: Diversity
Salman Mushtaq
200900301
Mohammad Atif
200901778
Abdulaziz Al-Hukail
200900975
 Conflict
Management and
Negotiation
 Importance
Negotiation
 Key Terms
 Case
of Diversity in
in Diversity
Study involving
Diversity in Negotiation
 Conflict
management is the method of
identifying and dealing with differences that
if unmanaged would affect objectives.
 Negotiation
is a discussion between two or
more disputants who are trying to work out
a solution to their problem.
 Conflict
management and negotiations are
an integral part of each other.
 Personality
can be described as the
dynamic, developing system of an
individual’s distinctive emotional,
cognitive, and spiritual attributes.
 Your
negotiating success depends upon
understanding and using your unique
personality as well as perceiving and
understanding the personalities of
others.




Emotional stability: The dimension of personality used
to describe a person’s behavior under distress.
Locus of control :The extent to which a person believes
he/she is the master of what happens to him or her.
Self monitoring: A person’s ability to adapt or change
behavior based on the circumstantial or situational
factors.
Personal sources of energy: extroverts and introverts.
A
and B are two types of personalities.
 Left
brain or right brain dominance
 Needs

for achievement, power and affiliation.
Orientation to others: perceiver/ Judgers
 Creativity: ability
 Emotional
to see what others do not see.
intelligence: person’s ability to
excel in human interaction




There is a conflict taking place between the
Student Council President and Vice President
regarding concerts in the campus.
The issue is resolved by the negotiation with the
Vice President giving into the demands.
The President has a Type B personality, high
emotional stability and does not loose his cool in
negotiations.
The Vice President has a Type A personality, low
emotional stability, and an external locus of
control.
 Conflict
management and negotiation are
closely related.
 Since, a person takes his personality
everywhere he goes, it is essential
towards his negotiation skills.
 There are different types of personalities
such as Type A and Type B.