Chapter 11: Conflict and Negotiation in the Workplace

Question 1

conflict

Answer 1

process by which one party perceives that its interests are being opposed/ negatively affected by another party

Question 2

task conflict

Answer 2

type of conflict in which people focus their discussion around the issue (i.e. “task”) in which different viewpoints occur while showing respect for people involved in that disagreement

Question 3

relationship conflict

Answer 3

type of conflict in which people focus their discussion on qualities of the people in the dispute, rather than on the qualities of the ideas presented regarding a task related issue

Question 4

psychological safety

Answer 4

shared belief that it is safe to engage in interpersonal risk-taking; specifically, that presenting unusual ideas, constructively disagreeing with the majority, and experimenting with new work behaviours will not result in coworkers posing a threat to their self-concept, status, or career

Question 5

win-win orientation

Answer 5

belief that conflicting parties will find a mutually beneficial solution to their disagreement

Question 6

win-lose orientation

Answer 6

belief that conflicting parties are drawing from a fixed pie, so the more one party receives, the less the other party will receive

Question 7

superordinate goals

Answer 7

goals that the conflicting parties value and whose attainment requires the joint resources and effort of those parties

Question 8

third-party conflict resolution

Answer 8

any attempt by a relatively neutral person to help conflicting parties resolve their differences

Question 9

negotiation

Answer 9

process whereby two or more conflicting parties attempt to resolve their divergent goals by redefining the terms of their interdependence

Question 10

best alternative to a negotiated settlement (BATNA)

Answer 10

best outcome you might achieve through some other course of action if you abandon the current negotiation