Chapter 9:Conflict & Negotiation

Question 1

Conflict (types 2)

Answer 1

process that begins when one party perceives that the other party has negatively affected, or is about to negatively affect, something that the first party cares about

FUNCTIONAL vs. DYSFUNTIONAL

Question 2

cognitive conflict

Answer 2

task-oriented conflict and is related to difference in persepectives and judgements

typically creates functional conflict

Question 3

Affective conflict

Answer 3

emotional conflict aimed at a person rather than an issue

dysfunctional conflict

Question 4

Sources of conflict

Answer 4

communication
structure
personal variables (personality, emotions values)

Question 5

conflict resolutions (2)

Answer 5

cooperativeness- 1 party attempts to satisfy others concerns

assertiveness- degree to wich one party attempts to satisfy their own concerns

Question 6

Conflict Management Styles

Answer 6

forcing
problem solving
avoiding
yielding
compromising

Question 7

What Can Individuals do to manage conflict?

Answer 7

problem solve
develop overarching goals
smoothing
compromising
avoidance

Question 8

mediator

Answer 8

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

Question 9

arbitrator

Answer 9

a third party w the authority to dictate an agreement

Question 10

conciliator

Answer 10

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

Question 11

consultant

Answer 11

an impartial third party skilled in conflict management, who attempts to facilitate a creative problem solving solution through communication and analysis

Question 12

ADR

Answer 12

alternative dispute resolution

Question 13

Desired Outcomes of conflict

Answer 13

agreement
stronger relationships
learning

Question 14

negotiation

Answer 14

a process in which 2 (or more) parties exchange good or services and attempt to agree upon the exchange rate for them

distributive bargaining- win lose situation

integrative baragining- win win solution

Question 15

fixed pie

Answer 15

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

Question 16

5 steps to negotiation

Answer 16

develop a strategy
define ground rules
clarification and justification
bargaining and problem solving
closure and implementation

Question 17

BATNA

Answer 17

best alternative to a negotiated agreement

the outcome an individual faces if negotiations fail

Question 18

bargaining zone

Answer 18

the overlap btwn each parties resistance zone