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

traditional conflict view

Answer 2

The belief that all conflict is harmful and must be avoided.

Question 3

Interactionist view of conflict

Answer 3

The belief that conflict is not only a positive force in a group but also an absolute necessity for a group to perform effectively.

Question 4

Functional Conflict

Answer 4

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

Question 5

dysfunctional conflict

Answer 5

Conflict that hinders group performance.

Question 6

task conflict

Answer 6

Conflict over content and goals of the work.

Question 7

relationship conflict

Answer 7

Conflict based on interpersonal relationships.

Question 8

process conflict

Answer 8

Conflict over how work gets done.

Question 9

Conflict Process

Answer 9

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

Question 10

Perceived Conflict

Answer 10

Awareness by one or more parties of the existence of conditions that create opportunities for conflict to arise.

Question 11

Emotional Conflict

Answer 11

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

Question 12

Intentions

Answer 12

Decisions to act in a given way.

Question 13

Competing

Answer 13

A desire to satisfy one’s interests, regardless of the impact on the other party to the conflict.

Question 14

Collaborating

Answer 14

A situation in which the parties to a conflict each desire to satisfy fully the concerns of all parties.

Question 15

Avoiding

Answer 15

The desire to withdraw from or suppress a conflict.

Question 16

Accomodating

Answer 16

The desire to withdraw from or suppress a conflict.

Question 17

Compromising

Answer 17

A situation in which each party to a conflict is willing to give up something.

Question 18

Conflict Management

Answer 18

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

Question 19

Negotiation

Answer 19

A process in which two or more parties exchange goods or services and attempt to agree on the exchange rate for them.

Question 20

Distributive Bargaining

Answer 20

Negotiation that seeks to divide up a fixed amount of resources; a win–lose situation.

Question 21

Fixed Pie

Answer 21

The belief that there is only a set amount of goods or services to be divvied up between the parties.

Question 22

Integrative Bargaining

Answer 22

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

Question 23

BATNA

Answer 23

The best alternative to a negotiated agreement; the least the individual should accept.

Question 24

Mediator

Answer 24

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

Question 25

Arbitrator

Answer 25

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

Question 26

Conciliator

Answer 26

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