Selling 8th Edition by Stephen Castleberry,John Tanner

Exercise 4

This chapter described a number of basic conflict-handling modes that people use in negotiation. These include competing, collaborating, compromising, avoiding, and accommodating.Carefully reread the section that describes these modes. For each mode, identify someone you know who falls into the mode and answer the following questions. It will probably help to think of a specific situation that you have observed or have experienced with the person.How do you (and others) interact with this person during a conflict situation? In other words, what do you do? How do you respond to this person's behavior? Is your approach effective?