Ch. 14 Conflict and Negotiation
Ch. 14 Conflict and Negotiation MGMT 3720
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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.
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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
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