07. Negotiation and Conflict Management https://hdl.handle.net/1721.1/155122 2026-04-07T19:19:15Z Negotiating With an Aggressive Competitive Negotiator (ACN) https://hdl.handle.net/1721.1/163390 Negotiating With an Aggressive Competitive Negotiator (ACN) Rowe, Mary Note: This is a condensed version of material also contained in Mary Rowe's longer-form teaching note, "Notes on Dealing with an Aggressive Competitive Negotiator (ACN)," which is also available via DSpace. 2025-09-01T00:00:00Z Notes on Dealing with an Aggressive Competitive Negotiator (ACN) (Especially If You Are Cooperative) https://hdl.handle.net/1721.1/163389 Notes on Dealing with an Aggressive Competitive Negotiator (ACN) (Especially If You Are Cooperative) Rowe, Mary 2025-09-01T00:00:00Z When is a Difficult Person not a Difficult Person? Negotiating Across Worldviews One-on-One https://hdl.handle.net/1721.1/159969 When is a Difficult Person not a Difficult Person? Negotiating Across Worldviews One-on-One Rowe, Mary 2022-06-01T00:00:00Z Learning about Negotiating Intangibles—for Ill and for Good https://hdl.handle.net/1721.1/159968 Learning about Negotiating Intangibles—for Ill and for Good Rowe, Mary 2019-01-01T00:00:00Z Life Is Not Binary https://hdl.handle.net/1721.1/159967 Life Is Not Binary Rowe, Mary 2017-10-01T00:00:00Z Negotiations Theory and Ombuds Practice https://hdl.handle.net/1721.1/159966 Negotiations Theory and Ombuds Practice Rowe, Mary Note: This article contains notes about people whose interests in negotiation are to injure the other party. 2015-10-01T00:00:00Z Whose Interests Were at Stake—And Who Was at the Table? https://hdl.handle.net/1721.1/159822 Whose Interests Were at Stake—And Who Was at the Table? Rowe, Mary P. 1992-01-01T00:00:00Z Disputes and Conflicts Inside Organizations: A Systems Approach https://hdl.handle.net/1721.1/159812 Disputes and Conflicts Inside Organizations: A Systems Approach Rowe, Mary P. This is a review of five books. 1989-04-01T00:00:00Z Organizational Ombuds' Sources of Power and Influence https://hdl.handle.net/1721.1/159356 Organizational Ombuds' Sources of Power and Influence Rowe, Mary This article discusses the sources of power—and the influence that derives from power—that organizational ombuds (OO) use. The article presents a standard list of ten sources of power and shows how these are affected by the International Ombuds Association (IOA) Standards of Practice. Under IOA Standards, ombuds are designated to be independent, confidential, impartial/neutral—and informal. Each IOA Standard is supported by the other three. Near-absolute confidentiality, in particular, requires the other three Standards, especially the IOA Standard of informality. And informality is vital for ombuds effectiveness. Because OOs do not make formal management decisions for the organization, other sources of power are much enhanced. These other sources of power—and the influence engendered by these sources—contribute greatly to ombuds effectiveness. Different cases may call for different sources of power at different times. In addition, ombuds may use many sources of power synergistically—that is, using many of them together. 2024-12-01T00:00:00Z The Poster War: An Ombuds Learns About Sources of Power, Helping People Help Themselves, and the Role of Affinity Groups in Bringing About Change https://hdl.handle.net/1721.1/159310 The Poster War: An Ombuds Learns About Sources of Power, Helping People Help Themselves, and the Role of Affinity Groups in Bringing About Change Rowe, Mary 2024-10-01T00:00:00Z Is There a Right To Be Addressed as One Wishes To Be Addressed? https://hdl.handle.net/1721.1/159308 Is There a Right To Be Addressed as One Wishes To Be Addressed? Rowe, Mary; Rowe, Mary This teaching case was originally presented at the 1984 Corporate Ombudsman Conference. This is a fictional case study designed for teaching use. Many details, including names and facts, were changed from the real 1973 incident. 2024-06-01T00:00:00Z The Eavesdropping Manager Who Was a Hesitant Bystander https://hdl.handle.net/1721.1/159273 The Eavesdropping Manager Who Was a Hesitant Bystander Rowe, Mary 2024-02-01T00:00:00Z The Hesitant Bystander with Safety Concerns and a CEO Who Is a Bully https://hdl.handle.net/1721.1/159234 The Hesitant Bystander with Safety Concerns and a CEO Who Is a Bully Rowe, Mary Note: This is a fictional case study designed for teaching use. Many details, including names and facts, have been changed from the real case. 2024-02-01T00:00:00Z Negotiating for Jobs and Salaries (and Everything Else): Prepare, Prepare, Prepare https://hdl.handle.net/1721.1/159233 Negotiating for Jobs and Salaries (and Everything Else): Prepare, Prepare, Prepare Rowe, Mary This is a teaching note. 2024-02-01T00:00:00Z Sources of Power in Negotiations https://hdl.handle.net/1721.1/158444 Sources of Power in Negotiations Rowe, Mary Note: This one-page list was initially compiled for MIT Sloan course 15.667. It is also available in a longer, annotated version that includes examples and a table. 2022-01-01T00:00:00Z Is the Other Person Competing? Collaborating? Possibly Intending Harm? Ideas to Consider in a Negotiation https://hdl.handle.net/1721.1/158442 Is the Other Person Competing? Collaborating? Possibly Intending Harm? Ideas to Consider in a Negotiation Rowe, Mary 2022-09-01T00:00:00Z What Was It Like Working with OCW? https://hdl.handle.net/1721.1/156457 What Was It Like Working with OCW? Rowe, Mary Note: This article is about putting the MIT Sloan Negotiation and Conflict Management course 15.667 online. 2004-09-01T00:00:00Z Notes on Complaint Handling for Managers https://hdl.handle.net/1721.1/156398 Notes on Complaint Handling for Managers Rowe, Mary Note: This document was compiled for the MIT Sloan Negotiation and Conflict Management course 15.667 in 2002. 2002-01-01T00:00:00Z In Pursuit of Justice https://hdl.handle.net/1721.1/155802 In Pursuit of Justice Rowe, Mary P. This article is a review of the book Justice on the Job: Resolving Grievances in the Non-Union Workplace, by David Ewing. 1990-01-01T00:00:00Z Is Getting to a Specific Yes Always the Point? https://hdl.handle.net/1721.1/155766 Is Getting to a Specific Yes Always the Point? Rowe, Mary P. This is a review of the book "Getting Together: Getting to a Relationship that Gets to Yes,' by Roger Fisher and Scott Brown. 1989-01-01T00:00:00Z