Chapter 14: Conflict and Negotiation

Question 1

conflict

Answer 1

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

functional conflict

Answer 2

the conflict that supports the goals of the group and improves its performance

Question 3

dysfunctional conflict

Answer 3

conflict that hinders group performance

Question 4

task conflict

Answer 4

conflict over content and goals of the work

Question 5

relationship conflict

Answer 5

conflict based on interpersonal relationships

Question 6

process conflict

Answer 6

conflict over how work gets done

Question 7

dyadic conflict

Answer 7

the conflict that occurs between two people

Question 8

intragroup conflict

Answer 8

conflict that occurs within a group or team

Question 9

intergroup conflict

Answer 9

conflict between different groups or teams

Question 10

conflict process

Answer 10

a process that has five stages: potential opposition or incompatibility, cognition and personalization, intentions, behavior, and outcomes

Question 11

perceived conflict

Answer 11

awareness by one or more parties of the existence of condtions that create opportunities for conflict to arise

Question 12

felt conflict

Answer 12

emotional involvement in a conflict that creates anxiety, tenseness, frustration, or hostility

Question 13

intentions

Answer 13

decisions to act in a given way

Question 14

competing

Answer 14

a desire to satisfy on’s interests, regardless of the impact on the other party to the conflict

Question 15

collaborating

Answer 15

a situation in which the parties to a conflict each desire to satisfy fully the concners of all paties

Question 16

avoiding

Answer 16

the desire to withdraw from or suppress a conflict

Question 17

accommodating

Answer 17

the willingness of one party in a conflict to place the opponent’s interests above his or her own

Question 18

compromising

Answer 18

a situation in which each party to a conflict is willing to give up something to resolve the conflict

Question 19

conflict management

Answer 19

the use of resolution and stimulation techniques to achieve the desired level of conflict

Question 20

negotiation

Answer 20

a process in which tw or more parties exhange goods or services and attempt to agree on the exchange rate for them

Question 21

distributive bargaining

Answer 21

negotiation that seeks to divide up a fixed amount of resources, a win-lose situation

Question 22

fixed pie

Answer 22

the belief that there is only a set amount of goods or servies to be divvied up between or among the parties

Question 23

integrative bargaining

Answer 23

negotiation that seeks one or more settlements that can create a win-win situation

Question 24

BATNA

Answer 24

the best alternative to a negotiatied agreement; the least a party in a negotiation should accept

Question 25

mediator

Answer 25

a neutral third party who facilitates a negotiated solution by using reasoning, persuasion, and suggestions for alternatives

Question 26

arbitrator

Answer 26

a third party to a negotiation who has the authority to dictate an agreement

Question 27

conciliator

Answer 27

a trusted third party who provides an informal communication link between the negotiator and the opponent