Chapter 18 - Conflict and Negotiation

Question 1

What is Conflict?

Answer 1

A situation that starts when one person feels that someone else is harming or will harm something they care about

Question 2

What is Functional Conflict?

Answer 2

supports the goals of the group and improves its performance

Question 3

What is Dysfunctional Conflict?

Answer 3

hinders group performance

Question 4

What is Task Conflict?

Answer 4

conflict over content and goals of the work

Question 5

What is Relationship Conflict?

Answer 5

conflict based on interpersonal relationships

Question 6

What is Process Conflict?

Answer 6

conflict over how work gets done

Question 7

What is Dyadic Conflict?

Answer 7

conflict that occurs between two people

Question 8

What is Intragroup Conflict?

Answer 8

conflict that occurs within a group or team

Question 9

What is Intergroup Conflict?

Answer 9

conflict between different groups or teams

Question 10

What are the Five Stages of the Conflict Process?

Answer 10

• potential opposition or incompatibility
• cognition and personalization
• intentions
• behavior
• outcomes

Question 11

What are the Antecedent Conditions in stage one of the Conflict Process?

Answer 11

• communication
• structure
• personal variables

Question 12

What are the two ways stage two of the Conflict Process can happen?

Answer 12

• perceived conflict
• felt conflict

Question 13

What are the 5 types of conflict-handling intentions in stage 3 of the Conflict Process?

Answer 13

• competing
• collaborating
• compromising
• avoiding
• accommodating

Question 14

What are the two overt conflicts in stage four of the Conflict Process?

Answer 14

• party’s behavior
• other’s reaction

Question 15

What are the two outcomes in the Conflict Process?

Answer 15

• increased group performance
• decreased group performance

Question 16

What is Perceived Conflict?

Answer 16

When one or more people realize that conditions exist that could lead to conflict

Question 17

What is Felt Conflict?

Answer 17

emotional involvement in a conflict that creates anxiety, tenseness, frustration, or hostility

Question 18

What are Intentions?

Answer 18

Decisions to act in a particular way

Question 19

What is Competing?

Answer 19

A desire to meet one’s own goals in a conflict, no matter how it affects the other party

Question 20

What is Collaborating?

Answer 20

A conflict resolution where everyone’s concerns are fully addressed and satisfied

Question 21

What is Avoiding?

Answer 21

the desire to withdraw from or suppress a conflict

Question 22

What is Accommodating?

Answer 22

When one person in a conflict puts the other person’s interests above their own

Question 23

What is Compromising?

Answer 23

A situation where both parties in a conflict give up something to reach a resolution

Question 24

What is Conflict Management?

Answer 24

Using techniques to resolve or encourage conflict

Question 25

What is Negotiation?

Answer 25

A process where two or more parties trade goods or services and try to agree on the terms

Question 26

What is Distributive Bargaining?

Answer 26

negotiation that seeks to divide up a fixed amount of resources; a win-lose situation

Question 27

What is Fixed Pie?

Answer 27

the belief that there is only a set amount of goods or services to be divided up between or among the parties

Question 28

What is Integrative Bargaining?

Answer 28

negotiation that seeks one or more settlements that can create a win-win solution

Question 29

What is BATNA

Answer 29

the Best Alternative To a Negotiated Agreement; the least a party in a negotiation should accept

Question 30

What is a Mediator?

Answer 30

a neutral third party who facilitates a negotiated solution by using reasoning, persuasion, and suggestions for alternatives

Question 31

What is an Arbitrator?

Answer 31

a third party to a negotiation who has the authority to dictate an agreement

Question 32

What is a Conciliator?

Answer 32

a trusted third party who provides an informational communication link between the negotiator and the negotiation partner