New User Special Price Expires in

Let's log you in.

Sign in with Facebook


Don't have a StudySoup account? Create one here!


Create a StudySoup account

Be part of our community, it's free to join!

Sign up with Facebook


Create your account
By creating an account you agree to StudySoup's terms and conditions and privacy policy

Already have a StudySoup account? Login here

Ch. 14 Conflict and Negotiation

by: Alora Lornklang

Ch. 14 Conflict and Negotiation MGMT 3720

Marketplace > University of North Texas > Business > MGMT 3720 > Ch 14 Conflict and Negotiation
Alora Lornklang
GPA 3.5

Preview These Notes for FREE

Get a free preview of these Notes, just enter your email below.

Unlock Preview
Unlock Preview

Preview these materials now for free

Why put in your email? Get access to more of this material and other relevant free materials for your school

View Preview

About this Document

These notes will cover the learning objectives and vocabulay from Chapter 14 of the textbook
Organizational Behavior
Dr. James D. Powell
Class Notes
25 ?




Popular in Organizational Behavior

Popular in Business

This 4 page Class Notes was uploaded by Alora Lornklang on Friday April 29, 2016. The Class Notes belongs to MGMT 3720 at University of North Texas taught by Dr. James D. Powell in Spring 2016. Since its upload, it has received 15 views. For similar materials see Organizational Behavior in Business at University of North Texas.


Reviews for Ch. 14 Conflict and Negotiation


Report this Material


What is Karma?


Karma is the currency of StudySoup.

You can buy or earn more Karma at anytime and redeem it for class notes, study guides, flashcards, and more!

Date Created: 04/29/16
MGMT 3720 Organizational Behavior Chapter Review Chapter 14: Conflict and Negotiation 1. Differentiate between the traditional and interactionist views of conflict.   Conflict o A process that begins when one party perceives that another party has  negatively affected, or is about to negatively affect, something that the  first party cares about.   Traditional view of conflict o The belief that all conflict is harmful and must be avoided.  Interactionist view of conflict o The belief that conflict is not only a positive force in a group but also an  absolute necessity for a group to perform effectively.  2. Describe the three types of conflict and the two loci of conflict.  Three Types of Conflict  Task conflict o Conflict over content and goals of the work  Relationship conflict o Conflict based on interpersonal relationships  Process conflict o Conflict over how the work gets done Two Loci of Conflict  Intragroup conflict  o Conflict that occurs within a group or team  Intergroup conflict o Conflict that occurs between groups or teams 3. Outline the conflict process.   Stage 1: Potential Opposition or Incompatibility o Communication  o Structure o Personal variables  Stage 2: Cognition and Personalization o Perceived conflict  Awareness by one or more parties of the existence of conditions  that create opportunities for conflict to arise o Felt conflict  Emotional involvement in conflict that creates anxiety, tenseness,  frustration, or hostility  Stage 3: Intentions o Intentions  Decisions to act in a given way o Competing  A desire to satisfy one’s interests, regardless of the impact on the  other party to the conflict  o Collaborating  A situation in which the parties to a conflict each desire to satisfy  fully the concerns of all parties.  o Avoiding  The desire to withdraw from or suppress a conflict o Accommodating   The willingness of one party in a conflict to place the opponents’  interests above his or her own.  o Compromising   A situation in which each party to a conflict is willing to give up  something  Stage 4: Behavior  o Conflict management  The use of resolution and stimulation techniques to achieve the  desired level of conflict  Stage 5: Outcomes o Functional outcomes o Dysfunctional outcomes o Managing Functional conflict 4. Contrast distributive and integrative bargaining.   Negotiation o A process in which two or more parties exchange goods or services and  attempt to agree on the exchange rate for them.   Distributive bargaining o Negotiation that seeks to divide up a fixed amount of resources; a win­lose situation   Fixed pie o The belief that there is only a set amount of goods or services to be  divided up between the parties  Integrative bargaining o Negotiation that seeks one or more settlements that can create a win­win  solution.  5. Apply the five steps of the negotiation process.   Preparation and Planning o BATNA  The best alternative to a negotiated agreement; the least the  individual would accept  Definition of Ground Rules  Clarification and Justification   Bargaining and Problem solving   Closure and implementation 6. Show how individual differences influence negotiations.   Personality Traits in Negotiation  o You can sort of predict an opponent’s negotiating tactics if you know  something about his/her personality  Moods/Emotions in Negotiation  o Influence negotiation, but the way they do appears to depend on the type  of negotiation   Culture in Negotiations o People of different cultures negotiate differently  o People generally negotiate more effectively within cultures than between  them  o In cross­cultural negotiations, it is especially important that the negotiators be high in openness o Negotiators need to be especially aware of the emotional dynamics in  cross­cultural negotiation.   Gender difference in negotiations o Men and women negotiate differently and these differences affect  outcomes  There is some merit to the popular stereotype that women are more cooperative, pleasant, and relationship­oriented in negotiations  than are men o These gender differences can be lessened at both the organizational and  individual level 7.  Assess the roles and functions of third­party negotiations.   Mediator  o A neutral third party who facilitates a negotiated solution by using  reasoning, persuasion, and suggestions for alternatives.   Arbitrator  o A third party to a negotiation who has the authority to dictate an  agreement  Conciliator o A trusted third party who provides an informal communication link  between the negotiator and the opponent


Buy Material

Are you sure you want to buy this material for

25 Karma

Buy Material

BOOM! Enjoy Your Free Notes!

We've added these Notes to your profile, click here to view them now.


You're already Subscribed!

Looks like you've already subscribed to StudySoup, you won't need to purchase another subscription to get this material. To access this material simply click 'View Full Document'

Why people love StudySoup

Steve Martinelli UC Los Angeles

"There's no way I would have passed my Organic Chemistry class this semester without the notes and study guides I got from StudySoup."

Allison Fischer University of Alabama

"I signed up to be an Elite Notetaker with 2 of my sorority sisters this semester. We just posted our notes weekly and were each making over $600 per month. I LOVE StudySoup!"

Jim McGreen Ohio University

"Knowing I can count on the Elite Notetaker in my class allows me to focus on what the professor is saying instead of just scribbling notes the whole time and falling behind."


"Their 'Elite Notetakers' are making over $1,200/month in sales by creating high quality content that helps their classmates in a time of need."

Become an Elite Notetaker and start selling your notes online!

Refund Policy


All subscriptions to StudySoup are paid in full at the time of subscribing. To change your credit card information or to cancel your subscription, go to "Edit Settings". All credit card information will be available there. If you should decide to cancel your subscription, it will continue to be valid until the next payment period, as all payments for the current period were made in advance. For special circumstances, please email


StudySoup has more than 1 million course-specific study resources to help students study smarter. If you’re having trouble finding what you’re looking for, our customer support team can help you find what you need! Feel free to contact them here:

Recurring Subscriptions: If you have canceled your recurring subscription on the day of renewal and have not downloaded any documents, you may request a refund by submitting an email to

Satisfaction Guarantee: If you’re not satisfied with your subscription, you can contact us for further help. Contact must be made within 3 business days of your subscription purchase and your refund request will be subject for review.

Please Note: Refunds can never be provided more than 30 days after the initial purchase date regardless of your activity on the site.