Chapter 9 Conflict and Negotiation

Question 1

definition of conflict

Answer 1

-a process that begins when one party perceives that another party has negatively affect, something that the first party cares about

Question 2

describe functional and dysfunctional conflict

Answer 2

functional conflict - supports the goals of the group and improves its performance
Dysfunctional Conflict - hinders group performance

Question 3

list 5 causes of organizational conflict

Answer 3

1) Communication - through semantic difficulties, misunderstandings and “noise” in the communication channels
2) Structure -
3) Personal Variables
4) Group Identification and Intergroup Bias
5) Interdependence

Question 4

list Two basic dimensions of conflict resolution

Answer 4

1) Cooperativeness - the degree to which one party attempts to satisfy the other party’s concerns
2) Assertiveness - the degree to which one party attempts to satisfy his or her own concerns

Question 5

5 conflict handling strategies

Answer 5

1) Forcing - high assertiveness, low cooperation
2) Avoiding - low assertiveness, low cooperation
3) Yielding - low assertiveness, high cooperation
4) Problem Solving - high assertiveness, high cooperation
5) Compromise - combines intermediate levels of assertiveness and cooperation

Question 6

What is negotiation?

Answer 6

a process in which two or more parties exchange goods or services and attempt to agree upon the exchange rate for them
- negotiation is a decision-making process among interdependent parties who do not share identical preferences

Question 7

Describe Distributive bargaining and Integrative bargaining

Answer 7

Distributive bargaining - negotiation that seeks to divide up a fixed amount of resources; a win-lose situation
- When people believe the pie is fixed, they tend to negotiate distributively
- A high fist offer usually sets the tone
Integrative Bargaining - Negotiation that seeks one or more settlements that can create a win-win solution
- assumes that mutual problem solving can result in a win-win situation in which the pie is actually enlarged before distribution
- Integrative negotiation tends toward problem solving
- It is interest based

Question 8

3 Distributive Negotiation Tactics

Answer 8

1) Threats and Promises
2) Firmness versus Concesions
3) Persuasion

Question 9

4 Integrative Negotiation Tactics

Answer 9

1) Copious Information Exchange
2) Framing Differences as Opportunities
3) Increasing Resources
4) Introducing Superordinate Goals