Lecture 6: Conflict and Negotiation

Question 1

what is conflict?

Answer 1

involves two or more parties where they have perceived that the other party has had a negative impact on their interests

Question 2

what is overt/covert conflict?

Answer 2

overt: parties are aware of the conflict
covert: parties are not aware

Question 3

what is a zero sum game?

Answer 3

trying to achieve what you want “over” the other person… not a win win situation

Question 4

where does conflict come from?

Answer 4

• different interests

- perceived clashes of interests

Question 5

what are flashpoints in conflict?

Answer 5

a trigger - something that transfers covert conflict into overt conflict

Question 6

what are the 3 types of flashpoints?

Answer 6

communication, interpersonal and structure

Question 7

what is the radical view (Marx) towards conflict?

Answer 7

that conflict is inevitable due to structural reasons

Question 8

what is the Unitarist view (mayo) towards conflict

Answer 8

conflict is dysfunctional and avoidable

Question 9

what is the interactionist view of conflict?

Answer 9

conflict can be functional or dysfunctional and functional conflict should be encouraged as it serves a purpose

Question 10

what is the focused or managed view of conflict?

Answer 10

conflict can be beneficial to facilitate discussion (necessary to go through storming phase)

Question 11

what are the 3 types of conflict?

Answer 11

task: conflict of ideas, over what you are doing, theories etc (moderate levels can be productive)
process: conflict over how to achieve a task (low levels can be productive)
relationship: interpersonal, removes you from achieving the task, more focus on do i like this person?

Question 12

what are the 4 behaviours (horsemen) that stimulate relationship conflict in teams?

Answer 12

• personal criticism
• defensiveness (protecting self concept)
• contempt (disrespect)
• stonewalling (non communication)

Question 13

what are the 5 stages of the conflict process?

Answer 13

1. potential opposition, hasn’t yet become overt
2. cognition and personalisation - recognition that conflict is there but not necessarily going to move to next step
3. intentions - once conflict has been perceived, they form intentions to do something about it
4. behaviour - emphasise either conflict resolution or conflict intensification
5. outcomes - functional or dysfunctional outcomes

Question 14

what are the 5 intention options?

Answer 14

• competing: pursue own interests regardless of costs to other party
  collaborating: seek to find mutually acceptable outcomes
  avoid: ghosting, can’t deal
  accommodating: sacrificing own interests for sake of other party
  compromising: share, both parties sacrifice

Question 15

what are the measures for intentions?

Answer 15

assertiveness and cooperativeness
Competing: High A, Low C
Avoiding: Low A, Low C
Compromising: Medium for both 
Collaborating: High A, High C
Accommodating: Low A, High C

Question 16

what are resolution tactics?

Answer 16

• problem solving
• superordinante goals
• expansion of resources
• avoidance
• smoothing
• compromise

Question 17

what are escalation tactics?

Answer 17

• communication
• bringing in outsiders
• appointing a devil’s advocate - can escalate outcomes

Question 18

potential functional outcomes after stage 5 of conflict?

Answer 18

• address previously ignored problems
• challenges groupthink
• encourages new ideas, innovation and change
• challenges assumptions

Question 19

potential dysfunctional outcomes after stage 5 of conflict?

Answer 19

• negative emotion and stress
• reduces communication which can lead to inefficiency
• ruins group cohesion

Question 20

what is a key assumption regarding parties entering into a negotiation?

Answer 20

belief held by parties that a better deal can be obtained by influencing the outcome, instead of taking the offer

Question 21

what is BATNA?

Answer 21

best alternative to a negotiated agreement

Question 22

BATNA is what happens when you do what in negotiation?

Answer 22

nothing. If you do not negotiate, that is when BATNA comes into play.

Question 23

what are the characteristics of distributive bargaining?
goal: 
motivation:  
focus: position
interests between parties: 
information sharing: 
duration of relationship:

Answer 23

goal: get as much of pie as possible
motivation: win lose
focus: position (can’t go beyond x point)
interests between parties: opposed
information sharing: low (fear of being taken advantage of)
duration of relationship: short term

Question 24

what are the characteristics of integrative bargaining?
goal: 
motivation:  
focus: position
interests between parties: 
information sharing: 
duration of relationship:

Answer 24

Goal: expand pie so both parties are satisfied
motivation: win win
focus: interests (awareness of why issue is important to other party)
interests between parties: congruent
information sharing: high (will aid in finding ways for each party to be satisfied)
duration of relationship: long term