Conflict and Negotation

Question 1

Define conflict

Answer 1

a process that begins when one party perceives another party has or is about to negatively affect something the first party cares about

Question 2

Traditional View of Conflict

Answer 2

conflict must be avoided at all cost because it is an indication of malfunction within a group

Question 3

Why did the Traditional Conflict View fall through?

Answer 3

It was believed that peaceful, harmonious groups were prone to being unresponsive to change or innovation.

Question 4

Interactionist View of Conflict

Answer 4

conflict is not only positive, but necessary for high performing groups

Question 5

What are the two types of conflicts?

Answer 5

Functional and Dysfunctional

Question 6

How do we decide whether a conflict is functional or dysfunctional?

Answer 6

Look towards the cause or roots:

task
Relationship
Process

Question 7

Define task conflicts

Answer 7

content and goals of the work

Question 8

Define relationship conflicts

Answer 8

interpersonal relationships between co-workers

Question 9

Define process conflicts

Answer 9

an issue with how work is getting done

Question 10

Managed View of Conflct

Answer 10

Instead of encouraging good or discouraging bad conflict, its more important to resolve naturally occurring conflicts productively

Realizes that conflicts are inevitable, focuses more on the process of response

Question 11

Conflict Processes

PCIBO

Answer 11

1. potential opposition
2. cognition and personalization
3. intentions
4. behavior
5. outcomes

Question 12

What are the three potential sources of conflict within potential opposition?

Answer 12

Communication
Structure
Personal Variables

Question 13

Cognition

Answer 13

Defining the conflict term

Question 14

Intention

Answer 14

Acting in a certain way as a response to cognition

2 Dimensions: Assertive, Cooperative
Competing - assertive, uncooperative
Avoiding - un assertive, uncooperative
Collaborating - assertive, cooperative
Accommodating - unassertive, cooperative
Compromising - combo. each gives up something

Question 15

Behavior

Answer 15

where conflicts become visible, the statements and actions made by the conflicting parties

Question 16

Outcomes

Answer 16

what results from the conflict

Question 17

How do functional conflicts benefit the whole?

Answer 17

Improve the quality of decisions
stimulates creativity and innovation
encourages interest and curiosity among group members
provide the medium through which problems can be aired and tensions released

Question 18

Define negotiation

Answer 18

A process that occurs when two or more parties decide how to allocate scarce resources

Question 19

What are the two approaches to negotiation?

Answer 19

Distributive and Integrative

Question 20

Distributive

Answer 20

negotiating who gets what share of a fixed pie

Question 21

Integrative

Answer 21

negotiating with one or more settlements that can create a win win situation

Question 22

Negotiation Process

P
D
C
B
C

Answer 22

1) Preparation and Planning
2) Definition of Ground Rules
3) Clarification
4) Bargaining and Problem Solving
5) Closure and implementation

Question 23

What are some outcomes of dysfunctional conflict?

Answer 23

development of discontent
reduced group effectiveness
retarded communication
reduced group cohesiveness
infighting among group members overcomes group goals

Question 24

What are some conflict resolution techniques?

Answer 24

Problem solving
Avoidance
Smoothing
Compromise
Authoritative command
communication
bringing in outsiders
expansion of resources