Ch. 13 Conflict & Negotiation

Question 1

Conflict

Answer 1

Is a process that begins when one party perceives that another party has negatively affected, or is about to negatively affect, something that the first party cares about.

Question 2

What Conflicts are experienced in organizations?

Answer 2

Incompatibility of goals
Differences in interpretations of facts
Disagreements based on behavioral expectations

Question 3

Functional Conflict (+)

Answer 3

Conflict that supports the goals of the group and improves it’s performance

Question 4

Dysfunctional Conflict (–)

Answer 4

Conflict that hinders group performance

Question 5

Types of Conflict

Answer 5

Relationship
Task
Process

Question 6

Relationship Conflict

Answer 6

Conflict based on interpersonal relationships

Question 7

Task Conflict

Answer 7

Conflicts over content and goals of the work

Question 8

Process Conflict

Answer 8

Conflict over how the work gets done

Question 9

Conflict Process Stage 1

Answer 9

Potential Opposition or incompatibility
(why conflicts arise)

Question 10

Conflict Process Stage 2

Answer 10

When you perceive conflict, and it is felt when you become emotionally involved (e.g. tense, anxious)

Question 11

Conflict Process Stage 3

Answer 11

Intentions rely on conflict-handling behaviors

Question 12

Conflict Process Stage 4

Answer 12

Behavior

Question 13

Conflict Process Stage 5

Answer 13

Outcomes

Question 14

Conflict Functional Outcomes

Answer 14

Improves the quality of decisions
Stimulates creativity and innovation
Problems are aired
Assumptions are challenged

Question 15

Conflict Dysfunctional Outcomes

Answer 15

Negative emotions and stress
Less communication
Infighting among group members & reduced cohesiveness
Reduces satisfaction and trust

Question 16

Negotiation (Bargaining)

Answer 16

A process in which two or more parties exchange goods or services and attempt to agree on the exchange rate for them.

Question 17

Distributive Bargaining

Answer 17

get as much of the pie as possible (70-30,60-40)
Win-Lose
Low information sharing
Short term relationship

Question 18

Integrative bargaining

Answer 18

Expand the pie so that both parties are satisfied
(50-50)
Win-Win
Ihigh Information Sharing
Long term relationships

Question 19

Negotiation Process

Answer 19

1. Preparation and Planning
2. Definition of Ground Rules
3. Clarification and Justification
4. Bargaining and Problem Solving
5. Closure and Implementation

Question 20

Preparation and Planning

Answer 20

-Consider your goals and the other party’s needs/goals
-Consider your BATNA, or Best Alternative To a Negotiated Agreement. It represents the lowest acceptable value you will take for a negotiated agreement.

Question 21

Definition of Ground Rules

Answer 21

Begin by discussing the needs and interests of the parties, not by stating positions

Question 22

Bargaining and Problem Solving

Answer 22

-Address the issues, Not the Personalities
-Keep multiple issues on the table until the end so you can make trade-offs

Question 23

Cultural Values

Answer 23

can be good indicators of which conflict styles are preferred in different countries

Question 24

Cultural context

Answer 24

can influence the relative emphasis on task versus interpersonal relationships, as well as the tactics used in negotiations

Question 25

What is BATNA

Answer 25

Best Alternative To a Negotiated Agreement.