Final Exam - Chapter 10 Flashcards
Intrapersonal Conflict
Conflict that arises WITHIN a person. Arises when you’re uncertain about what is expected or wanted, or you have a sense of being inadequate to perform a task.
Interpersonal Conflict
Conflict among individuals such as coworkers, a manager and an employee, or CEOs and their staff. This conflict can arise due to personality or values differences.
Intergroup Conflict
Conflict that takes place among different groups. This may include different departments or divisions in a company, and employee union and management, or competing companies that supply the same customers.
In-Group Bias
A tendency for individuals to favor the group to which they belong. This usually makes intergroup conflict worse.
Avoiding
A conflict handling style that is uncooperative and unassertive. People exhibiting this style seek to avoid conflict altogether by denying that it is there. They are prone to postponing any decisions in which a conflict may arise.
Accommodating
A conflict handling style that is cooperative and unassertive. The person gives in to what the other side wants, even if it means giving up one’s personal goals.
Compromising
A conflict handling middle-ground style. Individuals have some desire to express their own concerns and get their way but still respect the other person’s goals. Each person sacrifices something valuable to them.
Competing
A conflict handling style where people want to reach their goal or get their solution adopted regardless of what others say or how they feel. They are more interested in getting the outcome they want as opposed to keeping the other party happy, and they push for the deal they are interested in making.
Negotiation
a process whereby two or more parties work toward an agreement.
Investigation
Information gathering stage.
BATNA
Best Alternative To A Negotiated Agreement
Distributive View
the traditional fixed-pie approach to negotiation. If one department raises pay, another department has to decrease pay in return to balance it out. It’s hard to negotiate this way.
Integrative Approach
both parties look for ways to integrate their goals under a larger umbrella. That is, they look for ways to expand the pie, so that each party gets more. A win-win approach.
Alternative Dispute Resolution (ADR)
includes mediation, arbitration, and other ways of resolving conflicts with the help of a specially trained, neutral third party without the need for a formal trial or hearing.
Mediation
A process in which an outside third party (the mediator) enters the situation with the goal of assisting the parties in reaching an agreement. The mediator works with both parties to reach a solution but does not represent either side.
