Chapter 11 - Conflict and Negotiation Flashcards
Describe the Optimal Conflict Pespective
Some conflict is good.
No conflict and too much conflict is bad.
2 types of Conflict
- Task (constructive)
2. Relational (destructive)
Conflict focused on the issue
Task based conflict
Conflict focused on the character of the other party
Relationship conflict
3 factors to minimize relationship conflict
- Emotional intelligence
- Team cohesion
- Supportive team norms
6 sources of conflict
- Incompatible Goals
- Differentiation
- Interdependence
- Scarcity of resources
- Ambiguous rules
- Communication
Describe differentiation conflict
Same goal but different approach
3 types of interdependent relations
- Pooled
- Sequential
- Reciprocal
3 factors of communication conflict
- Opportunity to communicate
- Ability to communicate
- Motivation to communicate
4 steps in the Conflict Process
- Perception of Conflict and Emotion
- Manifest Conflict
- Escalation episodes
- Conflict handling styles
3 types of third party resolution
- Mediation
- Inquisition
- Arbitration
An overarching goal versus secondary goals
Super-ordinate Goals require cooperation
Subordinate Goals are team specific and often a source of conflict
5 factors to improve negotiating best personal outcome
- Prepared
- Established goals
- BATNA
- Time management
- Controls the 1st Offers and Concessions
Describe the bargaining zone model
Competing parties have an initial value, target value and resistance value. The overlap between the parties creates a bargaining zone where both parties attempt to Claim personal Value and Create mutual Value. Beyond the Resistance value, a party will often withdrawal from negotiations.
5 negotiating styles
- Force
- Avoid
- Compromise
- Yield
- Problem solve
