Conflict & Negotiation Flashcards
What is conflict?
The process in which one party perceives that its interests are being opposed or negatively affected by another party.
Why can conflict be negative?
- undermined relations
- wasted human energy
- more job dissatisfaction, turnover, stress
- less productivity, information sharing
Why can conflict be positive?
- energizes debate
- re-examine assumptions
- improves responsiveness to external environment
- increases team cohesion
What is constructive conflict?
- parties focus on the issue while maintaining respect for people having other points of view
- try to understand the logic and assumptions of each position
What is relationship conflict?
- parties focus on personal characteristics (not issues) as the source of conflict
- try to undermine each other’s worth/competence
- accompanied by strong negative emotions (drive to defend)
What are three conditions that minimize relationship conflict while engaging in constructive conflict?
- Emotional intelligence
- Cohesive team
- Supportive team norms
Structural Sources of Conflict (6 kinds)
- incompatible goals
- differentiation
- interdependence
- scarce resources
- ambiguous rules
- communication problems
What are the five conflict handling styles?
- forcing
- avoiding
- yielding
- compromising
- problem solving
When is “avoiding” best used? What problems does it cause?
Best when:
- conflict is emotionally-charged (relationship conflict)
- conflict resolution cost is higher than benefits
Problems:
- doesn’t resolve conflict, frustration
What is yielding? When is it best used? What problems does it cause?
- completely giving in to the other’s wishes
Best when:
- other party has much more power
- issue is much less important to you than other party
- value/logic of your position is imperfect
Problems:
- increases other’s expectations; imperfect solution
When is compromising best used? What problems does it cause?
Best when:
- parties have equal power
- quick solution is required
- parties lack trust/openness
Problems:
- sub-optimal solution where mutual gains are possible
What is problem solving? When is it bested used, and what problems can it create?
- win-win orientation
- belief that parties will find a mutually beneficial solution
- belief that resources are expandable and not fixed
Best when:
- interests are not perfectly opposing
- parties have trust/openness
- issues are complex
Problems:
- other party may use information to its advantage
What is negotiation?
- refers to decision making situations in which two or more interdependent parties attempt to reach an agreement
What is the difference between distributive and integrative negotiations?
Distributive:
- when the goal of two or more people are zero-sum so that one can gain only at the other’s expense
Integrative:
- when parties’ goals are linked, but not zero-sum, so that one person’s goal achievement does not block the goal achievement of another
What is claiming value?
- aiming for the best possible outcomes for yourself and your constituents
