The Effects of Conflict Handling Styles on Negotiation Behavior: An Analysis of an Experiential Exercise

Abstract

This paper presents an analysis of an experiential exercise designed to enable participants to identify how their preferred conflict handling behavior may influence the outcomes of a negotiation. Participants in this study were undergraduate students enrolled in an introductory management class. No significant differences were found between the negotiating out- comes of participants and their preferred conflict style. The implications of the results are discussed with respect to the learning objectives of the exercise and recommendations for modification are made.