9.4: Match conflict-handling styles with negotiation situations. Flashcards
What model categorizes conflict-handling styles by concern for self and others?
Rahim and colleagues’ Dual Concern Model of Handling Interpersonal Conflict.
What are the five conflict-handling styles?
Integrating
Dominating
Avoiding
Obliging
Compromising
What defines the integrating style of conflict management?
High concern for self and others; seeks open discussion, shared solutions, and win-win outcomes.
When is the integrating style appropriate?
Issues are complex
Commitment is needed from both sides
Time and resources are available
When is the integrating style inappropriate?
Issues are simple or urgent
One party is indifferent or lacks problem-solving skills
What defines the dominating style?
High concern for self, low concern for others; win-lose mindset, used to assert control or fast decisions.
When is the dominating style appropriate?
Fast decisions needed
Very assertive parties involved
Others lack expertise
When is the dominating style inappropriate?
Issue is trivial
Timing is not urgent
Other party is competent
What defines the avoiding style?
Low concern for self and others; avoids the issue entirely or delays resolution.
When is the avoiding style appropriate?
Issue is trivial
No immediate solution
Time needed to cool emotions
When is the avoiding style inappropriate?
Issue is important
Problem needs immediate attention
You are responsible for resolving it
What defines the obliging style?
Low concern for self, high concern for others; prioritizes relationship or peace over personal needs.
When is the obliging style appropriate?
Relationship is important
You might be wrong
Giving in could bring future benefits
When is the obliging style inappropriate?
Issue is very important to you
You are sure you’re right
The other party is unethical
What defines the compromising style?
Moderate concern for both parties; both give something up to gain something more important.
When is the compromising style appropriate?
No win-win possible
Parties are equally powerful
Temporary solution needed
Integrating or dominating has failed
When is the compromising style inappropriate?
One party is more powerful
Problem is too important to settle partially
What does OB Skills Challenge 9.2 suggest about adapting conflict styles?
You may need to shift styles (e.g., from obliging to integrating or dominating) to protect your interests and increase negotiation success.
