Conflict and Negotiation

Question 1

Conflict

Answer 1

Occurs whenever disagreement exist in a social situation over issues of substance or when emotional antagonism create frictions

Question 2

Substantive Conflict

Answer 2

Involves fundamentals disagreements over ends or goals

Question 3

Emotional Conflict

Answer 3

Involves interpersonal difficulties that arises from feelings or anger, mistrust etc..

Question 4

Interpersonal Conflict

Answer 4

Between 2 or more individuals who are in opposition

Question 5

Intrapersonal Conflict

Answer 5

Within the individual because of actual & perceived pressure

• Approach-Approach (+/+)
• Avoidance-Avoidance (-/-)
• Approach-Avoidance (+/-)

Question 6

Intergroup Conflict

Answer 6

Occurs among groups in an ORG

Question 7

Interorganizational Conflict

Answer 7

Occurs among ORG; Rivalry that characterizes firms operating in the same market

Question 8

Conflict resolution

Answer 8

When the reasons of a conflict are eliminated

- Shouldn’t settle for a temporary resolution or ignore conflict

Question 9

Stages of conflict

Answer 9

1. Antecedent
2. Perceived conflict
3. Felt conflict
4. Manifest conflict

Question 10

Antecedent

Answer 10

From where the conflict emerges

Question 11

Perceived conflict

Answer 11

Substantive or emotional differences between parties. Can be 1 or 2 parties

Question 12

Felt conflict

Answer 12

Tension that motivate person to take action to reduce feelings of discomfort

Question 13

Manifest conflict

Answer 13

The conflict is either removed or corrected; or can be suppressed

Question 14

Task interdependencies

Answer 14

Dispute among people and teams who are required ro cooperate to meet challenging goals
- Potential is high when there’s a lot of interdependencies

Question 15

Structural differentiation

Answer 15

When different teams and work units pursue different goals w/ different time horizons.

Question 16

Domain Ambiguities

Answer 16

When team/individuals lack adequate task direction or goals and misunderstand such things as customer jurisdiciton or scope of authority

Question 17

Resource scarcity

Answer 17

Individuals or teams try to position themselves to gain or retain maximum share of a resource.

Question 18

Power or value asymmetries

Answer 18

Interdependent people or teams differ subtantially from one another in status and influences or in values

Question 19

Causes of Conflict (5)

Answer 19

• Power or value asymmetries
• Resource scarcity
• Domain Ambiguities
• Structural differentiation
• Task interdependencies

Question 20

Negotiation

Answer 20

Making a joint-decisions when the parties involved have different preferences.

Question 21

Settings for Negotiation (4)

Answer 21

• Two-party
• Group
• Intergroup
• Constituency ( parties represent a broader constituency.

Question 22

Negotiation goals at stake

Answer 22

• Substance goals

- Relationships goals

Question 23

Criterias for effective negotiation

Answer 23

• Quality of outcome

- Harmony in relationships

Question 24

Broad negotiation strategies (2)

Answer 24

• Distributive negotiation (position stakes out)

- Integrative negotiation (pie distribution)

Question 25

Types of distributive negotiation

Answer 25

• Hard : 1 tries to dominate the other

- Soft : 1 or both make concessions to get it over with

Question 26

Bargaining zone

Answer 26

Range between one party reservation point and the other party’s maximum

Question 27

Ways to get Integrative agreement

Answer 27

• Attitudinal Foundation (trust, share, concrete questions)
• Behavioral Foundation
• Information Foundation

Question 28

Behavioral foundation

Answer 28

• Separate people from problem
• No emotional consideration
• No premature agreement

Question 29

Negotiation pitfall

Answer 29

• Fixed pie
• Escalating Commitment
• Over-confidence
• Too much telling
• Too little listening

Question 30

3rd party roles in nego

Answer 30

• Alternative dispute resolution
• Mediation
• Arbitration