Capter 12 Conflicts And Negotiation

Question 0

Name some root causes of conflict at work

Answer 0

Organizational structure
Limited resources (competition for these resources) 
Task interdependence
Incompatible goals
Personality differences
Communication problems

Question 1

Types of conflicts that arise within an organization

Answer 1

1. Intrapersonal conflict (arises from with a person)
   Ex role conflict and role ambiguity
2. Interpersonal conflict (it is among individuals such as coworkers)
3. Intergroup conflict
   Ex between different departments

Question 2

Possible positive and negative outcomes

Answer 2

Positive: broader range of ideas, increase creativity and participation, different view points helps learning

Negative: increase stress and anxiety, feeling defeated and demanded which refuses a persons morale, distrust

Question 3

Ways to manage conflict

Answer 3

Change the structure
Change the composition of the team 
Create common opposing force
Consider majority rule
Problem-solve ( focus on the problem not each other)

Question 4

Conflict handling styles are

Answer 4

Avoidance (uncooperative and in assertive)

Accommodation (cooperative and assertive)

Compromise (middle ground style)

Competition (more interested in outcome than keeping the other party happy)

Collaboration (high assertiveness and cooperation) looking for win-win by challenging points

Question 5

5 phases of negotiation

Answer 5

Phase 1: investigation (gathering information stage)
Phase 2: determine your BATNA (best alternative to a negotiated agreement)
Phase 3: presentation ( assembling information that supports your position)
Phase 4: bargaining (making concessions)
Phase 5: closure (taking what you learned)

Question 6

What is distributive approach for negotiating?

Answer 6

Using the fixed pie approach

Whoever gets more of the pie wins

Question 7

Integrative approach as a negotiating strategy is

Answer 7

Both parties looking to integrate their goals under one umbrella
( expanding the pie so everyone gets more)

Question 8

What are some common mistakes in negotiations?

Answer 8

Failing to negotiate/accepting the first offer

Letting your ego get in the way

Having unrealistic expectations

Getting overly emotional

Letting past negative outcomes affect present ones

Question 9

What is mediation?

Answer 9

Outside party helping out in the conflict

Question 10

What is arbitration?

Answer 10

The third party arbitrator makes the final decision