Chapter 13

Question 1

Muzafer and Carolyn Sherif Experiment

Answer 1

At a camp the counselors manipulated the scores so that it was a very close game until the last game. The groups became very antagonistic, and there was many raids between the two groups, the losing team robbed the winning team’s medals. The members of each group had an ethnocentric view of the other group and strongly preferred “their own kind”. Each group overvalued their groups performance and undervalued the opposition team’s performance. The groups stereotyped each other, their team was “brave, tough, friendly” the opposition was “ sneaks, smart-alecks, and stinkers”. To test methods of reducing tension they found that a noncompetitive contact where both groups are equal did not work and tensions only deflated when the groups were forced to work together on a subordinate goal only able to complete by joint cooperation.

Question 2

Task conflict

Answer 2

conflict about the work itself

Question 3

Distributive Bargaining

Answer 3

classic win-lose when a fixed amount of resources are divided

Question 4

Integrative Bargaining

Answer 4

win-win situation good for maintaining long-term relationships, find settlements agreeable to both parties.

Question 5

Face

Answer 5

upholding a public image in any social interaction

Question 6

Ethnocentrism

Answer 6

exaggerated tendency to think the characteristics of one’s own group or race are superior to others

Question 7

conflict

Answer 7

incompatibility between two or more interests, perceptions, or preferences

Question 8

intergroup conflict

Answer 8

conflict between groups

Question 9

interpersonal conflict

Answer 9

conflict between people in a group

Question 10

intrapersonal conflict

Answer 10

conflict within oneself

Question 11

avoidance (conflict management style)

Answer 11

ignores the conflict

Question 12

accommodation (conflict management style)

Answer 12

gives in instead of attempting to change the other person’s perspective

Question 13

compromise (conflict management style)

Answer 13

meet the other person halfway may not get everything they want

Question 14

collaboration (conflict management style)

Answer 14

try to find something mutually satisfactory

Question 15

competition (conflict management style)

Answer 15

try to win the arguement

Question 16

phases of conflict

Answer 16

Latent- potential opposition or incompatibility

Perceived- incompatibility is recognized

Felt- emotional involvement

Manifest- behaviour

Question 17

2 types of communication

Answer 17

Advocacy- statement of opinions

Inquiry- asking questions to enhance understanding

Question 18

2 types of bargaining

Answer 18

Integrative-collaborative, win-win, non-zero-sum, common problem

Distributive- competitive, win-lose, zero-sum, own problem

Question 19

position

Answer 19

one party’s stand on an issue

Question 20

interests

Answer 20

underlying concerns that would be affected by the resolution

Question 21

BATNA

Answer 21

(Best Alternative To a Negotiated Agreement)

• first step is to establish this in a negotiation.