Conflict and Negotiation Flashcards
Conflict
A process that begins when one party perceives that another party has negatively affected, or is about to negatively affect, something that the 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 hinders 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 or incompatibility, cognition and personalization, intentions, behavior, 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
Intentions
Decisions to act in a given way
Competing
A desire to satisfy one’s interest, 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
Accommodating
The willingness of one party in a conflict to place the opponent’s interests above his or her own
Compormising
A situation in which each party to a conflict is wiling 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 a negotiated agreement; the least the individual should accept
Mediator
A neutral third party who facilitates a negotiated solution by using reasoning, persuasion, and suggestions for alternatives
Arbitrator
A third party to a negotiation who has the authority to dictate an agreement
Conciliator
A trusted third party who provides an informal communication link between the negotiator and the opponent
