CH 11 Conflict And Negotiation

Question 1

Define conflict

Answer 1

Process by which in party perceives that it’s interest are being opposed or negatively affected by another party

Question 2

Name toe toes of conflict

Answer 2

TAsk conflict

Relationship conflict

Question 3

Define task conflict

Answer 3

A type of conflict in which people focus discussion around the issue of task and maintain Respect for people, who have the opinions.

Also called constructive conflict
This type appears to rood you beneficial outcomes, particularly decision making

Question 4

Define relationship conflict

Answer 4

Focuses on interpersonal differences

People, focus in characteristics of the other individual rather than that issue that is the source of conflict.

Question 5

Negative consequences of conflict

Answer 5

Uses up productive time 
Less information sharing 
Higher stress, turnover, dissatisfaction
Increases organisational politics 
Wastes resources 
Reduces team cohesion

Question 6

Positive consequences of task conflict

Answer 6

Better decision making: test logic of arguments, questions assumptions

More responsive to changing environment

Stronger team cohesion:particularly between team and external competition

Question 7

Name 3 strategies to separate task cod click from relationship conflict:

Answer 7

Emotional intelligence and emotional stability

Cohesive team: surprise relationship conflict

Supportive team Norms: various norms keep conflict at bay

Question 8

Name some sources of conflict

Answer 8

Incompatible goals
Differentiation 
Interdependence 
Scarce resources 
Ambiguous rules 
Poor communications

Question 9

Define incompatible goals

Answer 9

Occurs when goals of one person or department seem to interfere with another person department goals

Question 10

Sources of conflict: interdependence

Answer 10

Conflict increases with interdependence
Task interdependence: shared materials, info and expertise
Lowest risk:
Pooled interdependence
Where reliance is only on common resource or authority

Highest risk:
Mutual dependence on each other
Higher probability of interfering with each other’s work or goals

Question 11

Name interpersonal conflict handling styles

Answer 11

Problem solving 
Forcing 
Avoiding 
Yielding 
Compromising

Question 12

When is Problem solving preferred style

Answer 12

Interested not perfectly opposing

Question 13

When is forcing a preferred style

Answer 13

When have deep conviction about Laotian dispute

Requires a quick solution

Question 14

When is avoiding is preferred conflict handling style

Answer 14

Conflict be aimed to emotionally charged

Question 15

When is yielding a preferred conflict handling style

Answer 15

When the other party has substantially more power

Question 16

When is compromising a perfect conflict handling style

Answer 16

When parties have equal power
Time pressure to resolve
Parties lack trust
Openness for problem solving

Question 17

Name 6 structural approaches to conflict management

Answer 17

Emphasising superordinate goals
Reducing differentiation
Improving communication/ mutual understanding 
Reduce interdependence 
Increasing resources 
Clarifying Rules and procedures

Question 18

Define superordinate goals

Answer 18

Goals that the conflicting parties value and whose attainment requires the joint resources and effort of those parties ie bring attention to organisations strategic objectives

Question 19

Name three strategies that can assist in minimising the conflict caused by interdependence

Answer 19

Hxxx

Question 20

Name 3 3rd party conflict resolution techniques

Answer 20

Arbitration
Inquisition
Mediation

Question 21

What is arbitration

Answer 21

Arbitrators have high control over the final decisions but low control over the process

Executives engage by following previously agreed rules of due process, listening to disputing arguments. Make a binding decision

Question 22

What is inquisition

Answer 22

Inquisitors control all discussion about the conflict
They have high decision control because they determine how to resolve conflict

Have high process control because they choose

• which info to examine
• how it will be examined
• how process will be handled

Question 23

What is involved with mediation

Answer 23

High control over process but not decision
Manage process and interaction between disputing parties
Assist in finding ways to resolve differences

Question 24

How can you build, good deals in negotiations

Answer 24

We need to balance expert collaborative and competition behaviours

Collaboration: creates value
Competition: helps negotiators claims value, get bets possible outcome.

Question 25

Name and describe two negotiating essentials

Answer 25

Setting limits:
Set target point goal
Parties with high target point achieve better results
Set resistance point

Assessing power:
Assess alternative in negotiations
BATNA best altentative to negotiated agreement