Lecture 6: Conflict and Negotiation Flashcards
what is conflict?
involves two or more parties where they have perceived that the other party has had a negative impact on their interests
what is overt/covert conflict?
overt: parties are aware of the conflict
covert: parties are not aware
what is a zero sum game?
trying to achieve what you want “over” the other person… not a win win situation
where does conflict come from?
- different interests
- perceived clashes of interests
what are flashpoints in conflict?
a trigger - something that transfers covert conflict into overt conflict
what are the 3 types of flashpoints?
communication, interpersonal and structure
what is the radical view (Marx) towards conflict?
that conflict is inevitable due to structural reasons
what is the Unitarist view (mayo) towards conflict
conflict is dysfunctional and avoidable
what is the interactionist view of conflict?
conflict can be functional or dysfunctional and functional conflict should be encouraged as it serves a purpose
what is the focused or managed view of conflict?
conflict can be beneficial to facilitate discussion (necessary to go through storming phase)
what are the 3 types of conflict?
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?
what are the 4 behaviours (horsemen) that stimulate relationship conflict in teams?
- personal criticism
- defensiveness (protecting self concept)
- contempt (disrespect)
- stonewalling (non communication)
what are the 5 stages of the conflict process?
- potential opposition, hasn’t yet become overt
- cognition and personalisation - recognition that conflict is there but not necessarily going to move to next step
- intentions - once conflict has been perceived, they form intentions to do something about it
- behaviour - emphasise either conflict resolution or conflict intensification
- outcomes - functional or dysfunctional outcomes
what are the 5 intention options?
- 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
what are the measures for intentions?
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
what are resolution tactics?
- problem solving
- superordinante goals
- expansion of resources
- avoidance
- smoothing
- compromise
what are escalation tactics?
- communication
- bringing in outsiders
- appointing a devil’s advocate - can escalate outcomes
potential functional outcomes after stage 5 of conflict?
- address previously ignored problems
- challenges groupthink
- encourages new ideas, innovation and change
- challenges assumptions
potential dysfunctional outcomes after stage 5 of conflict?
- negative emotion and stress
- reduces communication which can lead to inefficiency
- ruins group cohesion
what is a key assumption regarding parties entering into a negotiation?
belief held by parties that a better deal can be obtained by influencing the outcome, instead of taking the offer
what is BATNA?
best alternative to a negotiated agreement
BATNA is what happens when you do what in negotiation?
nothing. If you do not negotiate, that is when BATNA comes into play.
what are the characteristics of distributive bargaining? goal: motivation: focus: position interests between parties: information sharing: duration of relationship:
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
what are the characteristics of integrative bargaining? goal: motivation: focus: position interests between parties: information sharing: duration of relationship:
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
