Conflict Management

Question 1

2 types of organizational sources of conflict

Answer 1

Communication

Structural

Question 2

2 principles that go into structural factors

Answer 2

Rewards

Resource interdependence

Question 3

3 personal behavior factors

Answer 3

Values

Perception

Personality

Question 4

THOMAs Kilman Conflict Management Model [5] CACCA

Answer 4

Competing

Avoiding

Compromising

Collaborating

Accommodating

Question 5

Negotiation concepts

Answer 5

Distributive

Integrative

Question 6

Distributive approach

Answer 6

One or the other; only absolute

Assumes resources are limited

Defaults to the position : WHAT IT IS you want

Question 7

Integrative approach

Answer 7

Does not see zero - sum

Seeks to achieve solutions and protect relationships

Ask about interest = WHY you want ; what you want . Concerns // Limitations considered

Every person is involved in the process

Question 8

3 things to consider in the negotiating environment

Answer 8

Who

Stakes

Situation

Question 9

My way vs. Their way?

Answer 9

My way = competing

Their way = avoidance or accommodating

Question 10

What is TIPO

Answer 10

Helps you to understand the negotiation strategy they may use

TRUST

INFORMATION

OPTIONS

POWER

Question 11

TRUST

Answer 11

Evidence or beliefs that the opposite side is genuine

Leaves the door open for action and intentions

Process = all parties have faith in the rule of LAW
[governing institutions] — to get this build personal trust

Personal = helps the process

Question 12

Information influences what?

Answer 12

Your level of trust. If you do trust/dont trust the info it can help in decision making

Yours —>

Theirs —>

Question 13

Power with vs over?

Answer 13

With = if there is a desire to build a high level of trust

Over = uses force ; to enforce a will or outcome if we understand how to opposite side perceives that power

Question 14

What is charismatic power

Answer 14

Highly identified with or the other side respects or admires you

Question 15

What is cohersive power

Answer 15

Perceived or actual ability to withhold power from others

Question 16

Options can be what two types

Answer 16

One —-> may undermine the ability to generate more options in the future

Many —-> collaborative // trusting // free flow of information environment

Question 17

AFNCs 5 problem solving approaches ICSEC

Answer 17

Insist

Cooperative

Settle

Evade

Comply

Question 18

4 type of people in AFNCs PS approach

Answer 18

Task = + // -

People = + // -

Question 19

Evade approach

Answer 19

Task is not important

Or

Need to delay to gain more info

Not motivated to gain information . Not worried about trust .

“Not now can you come back later?”

Question 20

AFNC Comply PS approach

Answer 20

Not important to building trust // rapport

Desire to build more trust

“Yes absolutely lets do it your away!”

[ACCOMMODATING IN KILMANS MODEL]

Question 21

The insist AFNC approach

Answer 21

It is very important
No desire to sustain or improve relationship

Question 22

The AFNC approach settle

Answer 22

You care about relationship but not

Question 23

Cooperate AFNC approach

Answer 23

Let’s work together and come up with something better

Question 24

4 barriers to negotiation

Answer 24

Emotions

Blaise

Question 25

What are 5 barriers to negotiating tools

Answer 25

Active listing

Self awereness

Critical thinking

Creative thinking

Communication skills