CH. 9: Conflict & Negotiation

Question 1

1 party perceives that another party has negatively affected/ is about to negatively affect, something the first party cares about

Answer 1

Conflict

Question 2

Conflict that supports the goals of teh group and improves its performance

Answer 2

Functional conflict

Question 3

Conflict that hinders group performance

Answer 3

Dysfunctional conflict

Question 4

Task- oriented conflict related to differences in perspectives & judgments

Answer 4

Cognitive conflict

Question 5

Emotional conflict aimed at a person rather than an issue

Answer 5

Affective conflict

Question 6

Sources of Conflict

Answer 6

1. Communication
2. Structure
3. Personal Variables

Question 7

5 Conflict- handling strategies

Answer 7

1. Forcing
2. Problem solving
3. Avoiding
4. Yielding
5. Compromising

Question 8

Trusted third party who provides an informal communication link b/w the negotiator & the opponent

Answer 8

Conciliator

Question 9

A neutral 3rd party who facilitates a negotiated solution by using reasoning, persuasion, & suggestions for alternatives

Answer 9

Mediator

Question 10

third party w/ the authority to dictate an agreement

Answer 10

Arbitrator

Question 11

Three desired outcomes of conflict

Answer 11

1. Agreement
2. Stronger relationships
3. Learning

Question 12

A process in which 2/+ parties exchange goods/ services & try to agree on the exchange rate for them

Answer 12

Negotiation

Question 13

A negotiating strategy operating under zero- sum (win-lose) conditions

Answer 13

Distributive Bargaining

Question 14

Negotiation that seeks one or more settlements that can create a win-win solution

Answer 14

Integrative bargaining

Question 15

5 steps of the Negotiation Process:

Answer 15

1. Developing a strategy
2. Defining ground rules
3. Clarification & justification
4. Bargaining & Problem solving
5. Closure & implementation

Question 16

BATNA

Answer 16

Best Alternative To a Negotiated Agreement