Quiz 2: Chapter 16- Conflict and Negotation Flashcards
Define Conflict
an emotional or cognitive response that occurs when interests, perspectives, and behaviors of one individual or group explicitly differ from those of another individual or group
Most people dislike conflict because…
because of its negative consequences but avoiding and suppressing conflict is not always appropriate
Define Negotiation
a process by which two parties attempt to reach agreement on an issue by offering and reviewing various positions or courses
The two types of same group conflict
interpersonal and intergroup
Interpersonal Conflict
Conflict arises when individuals perceive that one individual’s goals come at the expense of another’s ability to attain his or her goals
often evident within communication
Intergroup Conflict
the differences between one group and another group can become exaggerated,
occurs often when two groups aim to receive the same funding for a project- the other group is viewed as ‘the enemy’
Define Social Identity Theory
a theory that proposes that group members of an in-group will seek to find negative aspects of an out-group to enhance their self-image
Realistic Conflict Theory
A theory that proposes that limited resources will lead to conflict between two groups
Three step process in Social Identity Theory
1) Social Categorization
2) Social Identification
3) Social Comparison
Affective Conflict
Conflict in which individuals tend to attack each other’s personalities through criticism, threats, and insults
Usually conflict arises when inequality exists within the relationship
Cognitive Conflict
Conflict that results from disagreements over work related issues such as meeting schedules, work assignments, processes, or the task itself
Groupthink
Extreme consensus during a decision-making process;
the tendency to conform to the consensus viewpoint to avoid conflict
Three key symptoms of group think
1) Overestimation of the group’s opinion, believing the group can not accept outside influences
2) Close-mindedness
3) Pressures toward uniformity
Esclation
an increase in conflict that occurs when one person’s negative behaviors encourage or foster another person’s negative behaviors
De-esclation
the reduction or elimination of conflict
The two step process to manage conflict effectively;
1) Draws awareness to the nature of the disagreement
2) Taking discrete steps to resolve the disagreement
Important issues to address when resolving a conflict
1) The nature of the difference among the people involved
2) The factors that may underlie this difference
3) The extent to which the difference has evolved
4) identify how the situation has evolved over time
Issue
the subject of a discussion, usually causing conflict/ a problem
Position
the perspective a person takes on an issue
Interests
the underlying reasons or needs of each party involved in an issue
Distributive negotiations
single-issue negotiations that are assumed to be part of a fixed pie where one person’s gain is the other person’s loss
Four different characteristics to Distributive neogatiations
1) the distribution of resources
2) a focus on winning
3) the notion of limits
4) a bargaining zone framework
Distribution of Resources
each party negotiates to receive the resources that he or she wants or believes that he or she deserves
Focus on winning
to “win” either party may also bargain during the negotiation, especially when certain alternatives are more or less desirable than others
Notion of Limits
Neither party has an interest in knowingly going above the higher or below the lower of these terms
Bargaining Zone
the range of settlements within which it is better for both parties to agree than not to agree
Positive bargaining zone
the zone that exists when negotiators’ acceptable positions overlap
Negative bargaining zone
the zone that exists when negotiators’ acceptable positions do not overlap and no settlement will be acceptable to both parties
Integrative negotiations
negotiations that focus on multiple issues to “expand the pie” and actively seek alternative solutions that satisfy both parties
BATNA
asses your ‘best alternative to negotiated agreement’
- identify all possible alternatives
- estimate the value associated with each alternative
- select the best alternative
Reservation Value
the lowest offer a negotiator is willing to accept. it is the point at which a negotiator is indifferent between accepting a proposed offer and rejecting it in favor of pursuing his or her BATNA
Assess the other party’s BATNA
the third step in negotiating effectively
The fourth step in negotation
Calculate the other party’s reservation value
Zopa (Zone of Possible agreement)
the set of all possible deals that would be acceptable to both parties, the ZOPA is the space between one party’s reservation value and the other party’s reservation value
Create a scoring system
A system that allows you to list each issue and weight it according to its importance, step 7 in negotation
Step 8 in Negotation
Calculate a package reservation value-
the lowest value is that you would be willing to accept for a package offer that includes multiple issues simultaneously.
Identify other party’s multiple interests
the ninth step, there may be issues you do not care about but are very important to the other party
Package Reservation Value
the lowest value that a negotiator would be willing to accept for a package offer
Claim Value
the process by which a negotiator attempts to gain benefits or concessions for his or her position
Create Value
the process of expanding the opportunities or issues that can be evaluated in a negotiation. By expanding the issue, there is a greater likelihood that each party will achieve some level of satisfaction
Review page 427 of mgmt book
now.
Use the following strategies to create value
- Build trust and share information
- Ask questions
- Strategically disclose information
- Make package offers and multiple offers simultaneously
Mediator
an individual who does not make a final decision but works with each party to find some common ground on which both parties can agree
Arbitrator
an individual who listens to both sides of a disagreement and makes a final decision based on the arguments
Negotiation broken down to three cultural values;
1) Individualism versus collectivism
2) Egalitarianism vs hierarchy
3) Low-vs high-context norms for communication
Individualism vs collectivism
distinguishes between cultures that place individual’s needs above the needs of the group from cultures that place the needs of the group above the individuals needs
Egalitarianism vs hierarchy
distinguishes between hierarchical cultures that emphasize differentiated social status form egalitarian cultures that do not
Low vs High Context Norms for Communcation
distinguishes between low-context cultures that prefer to communicate directly from high context cultures that prefer to communicate indirectly
Two Types of Conflict:
Task & Emotional
