Chapter 9

Question 1

What are the two endpoints on the continuum of conflict intensity?

Answer 1

Annihilatory Conflict and No Conflict

Question 2

Compare and Contrast Functional, Dysfunctional, Cognitive, and Affective conflict.

Answer 2

Cognitive is task-oriented conflict that is usually functional to the organization.
Affective Conflict is emotional and aimed personally and is generally considered dysfunctional to the organization.

Question 3

How can communication cause conflict?

Answer 3

When the message is sent from the sender to the receiver, noise can cause ambiguity and misunderstandings.

Question 4

What is conflict?

Answer 4

The process that begins when one party perceives another party has negatively affected, or will negatively affect something the first party cares about.

Question 5

How can size, specialization, and composition cause conflict?

Answer 5

The larger the group and the more limited the scope of activities the more often parties will be in conflict.

Question 6

How can responsibility ambiguity affect conflict?

Answer 6

Causes jurisdiction disputes when lines aren’t clearly drawn.

Question 7

How can Reward Systems cause conflict?

Answer 7

When one member’s gain is at the other’s expense.

Also Adam’s Equity theory can play into the situation.

Question 8

How does leadership style affect conflict?

Answer 8

Leaders with tight control and oversight of their employees work often causes conflict with employees.

Question 9

How do goals affect conflict?

Answer 9

A diversity of goals between two parties can often cause tension and start the conflict process.

Question 10

How do personal Variables affect conflict?

Answer 10

People with certain personality traits tend to be in conflict more and react poorly when it occurs. Emotions from exterior events can also cause a carry over effect and cause conflict.

Question 11

What are the 5 conflict-handling behaviour?

Answer 11

1. Forcing
2. Problem Solving
3. Compromising
4. Avoiding
5. Yielding

Question 12

What is a Mediator?

Answer 12

Neutral third party who tries to facilitate a solution using reasoning, persuasion, alternatives, etc.

Question 13

What is an Arbitrator?

Answer 13

Neutral third party who has the ability to dictate an agreement. Can be voluntary or compulsory.

Question 14

What is a Conciliator?

Answer 14

A third party who is the communication link between opposing sides. Also responsible for data collecting and the like.

Question 15

What is a Consultant?

Answer 15

A third party who tries to improve relationships and guide parties to negotiate their own solution.

Question 16

What are the three desirable outcomes of conflict?

Answer 16

1. Agreement
2. Stronger Relationships
3. Learning

Question 17

What is Interest-Based barganing?

Answer 17

It emphasizes looking for underlying reasons and interests that cause someone to take a position on a certain issue. When the interests of both parties are clear, it can lead to solutions that don’t necessarily meet positions taken.

Question 18

Compare and contrast distributive and integrative bargaining.

Answer 18

Distributive bargaining typically happens when a “fixed pie” is perceived. Where every inch given is taken from the opposition.
Integrated bargaining is when both parties are engaged and motivated to find win-win scenarios.

Question 19

What is a BATNA?

Answer 19

Best Alternative To a Negotiated Agreement

Question 20

What are the 5 steps in a negotiating process?

Answer 20

1. Develop a Strategy (determine goals)
2. Defining Ground Rules (where, when, who)
3. Clarification and Justification
4. Bargaining and Problem Solving
5. Closure and Implementation

Question 21

What is the dual concern theory?

Answer 21

Uses levels of Cooperativeness and assertiveness to determine how a conflict is being handled.

Question 22

What defines the bargaining zone in distributive bargaining?

Answer 22

The bargaining zone is the area in between both parties resistance points where an agreement can be met.

Question 23

How does interdependency affect conflict?

Answer 23

1. Parties must communicate to coordinate their interests.

2. Each party has some power over the other.