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MAN > Conflict and Negotiation > Flashcards

Conflict and Negotiation Flashcards

1
Q

def conflict

A

a clash of perceptions, goals, or values in a arena where ppl care about the otucome

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2
Q

what doe conflict primarily deal with

A

perception

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3
Q

3 Views of Conflict

A

Traditional View, Human Relations View, Interactionist View

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4
Q

def Traditionalist View of Confict

A

all conflict is bad and should be avoided

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5
Q

def Human relations view of conflict

A

conflict is inevitable and should be managed not eliminated

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6
Q

def interactionist View of confilct

A

Encourages Functional conlict(supports group goals) and discourages Dysfunctional conflict (hinders group goals) in order to keep the groub from becomuing stale

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7
Q

two factors seperating functional & dysfunctional conflict

A

What the disagreement is about and where the disagreement occurs

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8
Q

3 types of conflict

A

task conflict (content and goals of work) relationship conflict (interpersonal) and process conflict (how work gets done)

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9
Q

3 sources of conflict

A

Dyadic (btwn 2 ppl) Intragroup (within a group or team) Intergroup (btwn 2 groups)

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10
Q

3 conditions causing conflict to arise (sTage 1)

A

communication issues, structure, personal variables

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11
Q

5 stages of conflict

A

1) potential opposition causes 2) cognition and personalization 3) Intentions 4) Behavior 5) Outcomes

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12
Q

Stage 2 -Cognition

A

conflict is percieved (&thereforestarts) felt conflict begins (ppl get emotionally involved)

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13
Q

Stage 3 Intentions

A

5 possible intentions (competing, collaborating, avoiding, accomodating, compromising)…HOW you approach conflict (a fucntion of Cooperativeneess and Assertivness)

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14
Q

Describe the spectrum of 5 conflict handeling strategies

A 
low coopand assert=avoiding
lowcoophighassert=competing
medcoopandassert=compromising
hicoopandlowassert=accomodating
hicoopandhighassert=collaborating
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15
Q

Stage 4-Behavior

A

statements and actions are made, dmeand resonse cycle

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16
Q

Stage 5 outcomes

A

can be functional or dysfunction

17
Q

manage conflict by

A

by beign open and honest and recognizing the conflict

18
Q

Def negotiation

A

the process in which two or more parties exchange goods and services and agree on an exchange rate between them

19
Q

Name the two approaches to negotiation

A

Distributive Bargaining, Integrative Bargaining

20
Q

def distributive bargaining

A

operates under zero sum cinditions

21
Q

def integrative bargaining

A

parties collaborate to find a win-win solution to their dispute; best for building long term relationships`

22
Q

What is requred for integrative bargaining to work?

A

must be open with their information, sensitive to teh other’s needs, trust, flexibility

23
Q

Lsit hte 5 steps in the negotiation process

A
  1. Preparation and planning 2. Definition of ground rules 3. classification and justifications (clarify and justify demands) 4. Bargaining and problem solving (give and take)5. Closure and implementations (contract or handshake)
24
Q

what si BATNA

A

Best alternative to a negotiated agreement, this is the most/least you will pay/take. Your walk away price. the whole point of negotiation is to get something better than your batna

25
Q

Personanity affects of negotiation

A

showing anger in a distributive negotiation may help but kills long term relationships; positive mood helps integrative bargaining

26
Q

How to improve your negotiation skills

A

1) ignore the first offer, set ambitious goals, do your homework, address the probelms not the personality, look for the win win

27
Q

def mediator

A

a person who tries to make two ppl in conflict reach an agreement

28
Q

def arbitrator

A

an independent person who is officially appointed to settle a dispute (decision is binding)

29
Q

def conciliator

A

a person who acts a as a mediator but often proposes teh terms of a solution

30
Q

def consultant

A

a person who assists a party through al phases of litigation, arbitration, mediation, and trial

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