Chapter 11

Question 1

Principled Negotiation

Answer 1

Strategy that enables parties in a conflict to express their needs openly & search for alternatives to meet needs of all parties without damaging relationships

• efficient and fair
• 4 steps
  1. separate people from the problem
  2. focus on interests, not positions
  3. invent options for mutual gain
  4. use objective criteria

Question 2

Avoidance (conflict management style)

Answer 2

passive conflict style that ignores the conflict

Question 3

Accommodation (conflict management style)

Answer 3

one person gives in to the other

Question 4

competition

Answer 4

uncooperative, assertive conflict management style in which one person attempts to dominate or force the outcome to his or her advantage

Question 5

Collaboration (conflict management style)

Answer 5

assertive, cooperative style that assumes solution can be found that fully meets the needs of all parties

Question 6

compromising (conflict management style)

Answer 6

each party must give something up

Question 7

Definition of Conflict

Answer 7

expressed struggle that occurs when interdependent parties perceive incompatible goals or scarce resources and interference in achieving their goals

Question 8

integrative conflict

Answer 8

solution can be created to satisfy every party to the conflict

Question 9

distributive conflict

Answer 9

resources must be distributed among parties to the conflict, whenever someone wins, someone else loses.

Question 10

Positives of conflict in groups

Answer 10

better/broader understanding, increased participation, better decision making, improve cohesiveness

Question 11

negatives of conflict in groups

Answer 11

we feel bad, low cohesiveness, causes a split