Conflict and Negotiation Flashcards
Conflict
A process that begins when one part perceives that another party has negatively affected, or is about to negatively affect, something that first party cares about.
Traditional view of conflict
The belief that all conflict is harmful and must be avoided.
Interactionist view of conflict
The belief that conflict is not only a positive force in a group but also an absolute necessity for a group to perform effectively.
Functional conflict
Conflict that supports the goals of the group and improves its performance.
Dysfunctional conflict
Conflict that hinder group performance.
Task conflict
Conflict over content and goals of the work.
Relationship conflict
Conflict based on interpersonal relationships.
Process conflict
Conflict over how work gets done.
Conflict process
A process that has five stages: potential opposition of incompatibility, cognition and personalisation, intentions, behaviour, and outcomes.
Perceived conflict
Awareness by one or more parties of the existence of conditions that create opportunities for conflict to arise.
Felt conflict
Emotional involvement in a conflict that creates anxiety, tenseness, frustration, or hostility.
Inentions
Decisions to act in a given way.
Competing
A desire to satisfy one’s interests, regardless of the impact on the other party to the conflict.
Collaborating
A situation in which the parties to a conflict each desire to satisfy fully the concerns of all parties.
Avoiding
The desire to withdraw from or suppress a conflict.
Accomodating
The willingness of one party in a conflict to place the opponent’s interests above his or her own.
Compromising
A situation in which each party to a conflict is willing to give up something.
Conflict management
The use of resolution and stimulation techniques to achieve the desired level of conflict.
Negotiation
A process in which two or more parties exchange goods or services and attempt to agree on the exchange rate for them.
Distributive bargaining
Negotiation that seeks to divide up a fixed amount of resources; a win - lose situation.
Fixed pie
The belief that there is only a set amount of goods or services to be divvied up between the parties.
Integrative bargaining
Negotiation that seeks one or more settlements that can create a win - win solution.
BATNA
The best alternative to negotiated agreement; the least the individual should accept.
Mediator
A neutral third party who facilitates a negotiated solution by using reason, persuasion, and suggestions for alternatives.
Arbitrator
A third party to a negotiation who has the authority to dictate an agreement.
Concilator
A trusted third party who provides an informal communication link between the negotiator and the opponent.
Consultant
An impartial third party skilled in conflict management, who attempts to facilitate creative problem solving through communication and analysis.
