MGMT Ch. 14 Flashcards
Conflict
A process that begins when one party perceives that another has or is going to negatively affect something the first party cares about
Conflict Process
has 5 stages:
1) potential opposition or incompatibility
2) cognition and personalization
3) intensions
4) behavior
5) outcomes
Can conflict be good, bad, or both?
both
Conflict Stimulation Techniques
- Communication
- Bringing in outsiders
- Restructuring the organization
- Appointing a devil’s advocate
Conflict Management
- problem solving
- superordinate goals
- expansion of resources
- avoidance
- smoothing
- compromise
- authoritative command
Bargaining Strategy (Negotiation)
A process in which two or more parties decide how to allocate scarce resources
Distributive, Integrative
Distributive
- Get as much of the pie as possible
- Win-Lose
- Focus on Positions
- Low Information sharing
- Short term relationships
Integrative
- Expand the pie
- Win-Win motivation
- Interests focus
- High info sharing
- long term relationships
Successful bargaining
.
BATNA
The Best Alternative To a Negotiated Agreement; the lowest acceptable value (outcome) to an individual for a negotiated agreement.
Conflict Management Styles
Use competition when quick, decisive action is vital
Use collaboration to find an integrative solution
Use avoidance when an issue is trivial
Use accommodation when you find you’re wrong
Use compromise when goals are important in a fixed pie situation
Difficult Conversations
- have each group pick parts that are important to them
- sit down and talk about them directly
Competing
when one person seeks to satisfy his or her own interests
Collaborating
when parties in conflict each desire to fully satisfy the concerns of all parties
Avoiding
a person who recognizes the conflict exists but want to ignore it.
