Chapter 18 - Conflict and Negotiation Flashcards
What is Conflict?
A situation that starts when one person feels that someone else is harming or will harm something they care about
What is Functional Conflict?
supports the goals of the group and improves its performance
What is Dysfunctional Conflict?
hinders group performance
What is Task Conflict?
conflict over content and goals of the work
What is Relationship Conflict?
conflict based on interpersonal relationships
What is Process Conflict?
conflict over how work gets done
What is Dyadic Conflict?
conflict that occurs between two people
What is Intragroup Conflict?
conflict that occurs within a group or team
What is Intergroup Conflict?
conflict between different groups or teams
What are the Five Stages of the Conflict Process?
- potential opposition or incompatibility
- cognition and personalization
- intentions
- behavior
- outcomes
What are the Antecedent Conditions in stage one of the Conflict Process?
- communication
- structure
- personal variables
What are the two ways stage two of the Conflict Process can happen?
- perceived conflict
- felt conflict
What are the 5 types of conflict-handling intentions in stage 3 of the Conflict Process?
- competing
- collaborating
- compromising
- avoiding
- accommodating
What are the two overt conflicts in stage four of the Conflict Process?
- party’s behavior
- other’s reaction
What are the two outcomes in the Conflict Process?
- increased group performance
- decreased group performance
What is Perceived Conflict?
When one or more people realize that conditions exist that could lead to conflict
What is Felt Conflict?
emotional involvement in a conflict that creates anxiety, tenseness, frustration, or hostility
What are Intentions?
Decisions to act in a particular way
What is Competing?
A desire to meet one’s own goals in a conflict, no matter how it affects the other party
What is Collaborating?
A conflict resolution where everyone’s concerns are fully addressed and satisfied
What is Avoiding?
the desire to withdraw from or suppress a conflict
What is Accommodating?
When one person in a conflict puts the other person’s interests above their own
What is Compromising?
A situation where both parties in a conflict give up something to reach a resolution
What is Conflict Management?
Using techniques to resolve or encourage conflict
What is Negotiation?
A process where two or more parties trade goods or services and try to agree on the terms
What is Distributive Bargaining?
negotiation that seeks to divide up a fixed amount of resources; a win-lose situation
What is Fixed Pie?
the belief that there is only a set amount of goods or services to be divided up between or among the parties
What is Integrative Bargaining?
negotiation that seeks one or more settlements that can create a win-win solution
What is BATNA
the Best Alternative To a Negotiated Agreement; the least a party in a negotiation should accept
What is a Mediator?
a neutral third party who facilitates a negotiated solution by using reasoning, persuasion, and suggestions for alternatives
What is an Arbitrator?
a third party to a negotiation who has the authority to dictate an agreement
What is a Conciliator?
a trusted third party who provides an informational communication link between the negotiator and the negotiation partner
