Chapter 9

Question 1

what is conflict?

Answer 1

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

Question 2

what is functional conflict?

Answer 2

conflict that supports the goals of the group and improves performance

Question 3

what is dysfunctional conflict?

Answer 3

conflict that hinders group performance

Question 4

what are the 3 types of conflict?

Answer 4

task, relationship, and process conflict

Question 5

what is task conflict?

Answer 5

conflict over the content and goals of the work

Question 6

what is relationship conflict?

Answer 6

conflict based on interpersonal relationships

Question 7

what is process conflict?

Answer 7

conflict over how the work gets done

Question 8

what are the 3 Loci of conflict?

Answer 8

dyadic, intragroup, and intergroup conflict

Question 9

what is dyadic conflict?

Answer 9

conflict that occurs between two people

Question 10

what is intragroup conflict?

Answer 10

conflict that occurs within a group/team

Question 11

what is intergroup conflict

Answer 11

conflict that occurs between different groups/teams

Question 12

what are the sources of conflict?

Answer 12

communication, through semantic difficulties, misunderstandings, ‘noise’ in communication channels

Question 13

how does personality impact conflict?

Answer 13

people high in disagreeableness, neuroticism, or self-monitoring are prone to tangle with other people more often, and to react poorly when conflict occurs

Question 14

what is cooperativeness?

Answer 14

the degree to which one party attempts to satisfy the other party’s concerns

Question 15

what is assertiveness?

Answer 15

the degree to which one party attempts to satisfy his/her own concerns

Question 16

what are the five conflict handling styles?

Answer 16

forcing, problem solving, avoiding, yielding, compromising

Question 17

what is forcing?

Answer 17

imposing one’s will on the other party (threats and bluffs, persuasive arguments, positional comments)

Question 18

what is problem solving?

Answer 18

trying to reach an agreement that satisfies both party’s aspirations as much as possible (exchange info. about priorities and preferences, show insights, make trade-offs)

Question 19

what is avoiding?

Answer 19

ignoring or minimizing the importance of the issues creating the conflict

Question 20

what is yielding?

Answer 20

accepting and incorporating the will of the other party (unilateral concessions, unconditional promises, offer help)

Question 21

what is compromising?

Answer 21

balancing concern for oneself with concern for the other party to reach a solution (match concessions, conditional promises/threats, find middle ground)

Question 22

what are the three desired outcomes of conflict?

Answer 22

agreement, stronger relationships, learning

Question 23

what is negotiation?

Answer 23

a process in which two or more parties exchange goods/services and attempt to agree upon the exchange rate for them

Question 24

what are issues?

Answer 24

items that are specifically placed on the bargaining table for discussion

Question 25

what are positions?

Answer 25

the individuals stand on the issues

Question 26

what are the three bargaining strategies?

Answer 26

distributive bargaining, fixed pie, integrative bargaining

Question 27

what is distributive bargaining?

Answer 27

a negotiation that seeks to divide up a fixed amount of resources (win-lose)

Question 28

what is fixed pie?

Answer 28

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

Question 29

what is integrative bargaining?

Answer 29

a negotiation that seeks one of more settlements that can create win-win solutions

Question 30

what are the five steps of negotiation? (hint: DDCBA)

Answer 30

1. develop a strategy 2. define ground rules 3. clarify and justify 4. bargaining and problem solving 5. attain closure and implement

Question 31

what does BATNA mean?

Answer 31

the best alternative to a negotiated agreement. the outcome an individual faces if negotiations fail

Question 32

what is the bargaining zone?

Answer 32

the zone between each party's resistance point, assuming that there is overlap

Question 33

what is a mediator?

Answer 33

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

Question 34

what is an arbitrator?

Answer 34

a third party who has the authority to dictate an agreement (can be voluntary or compulsory, always a settlement, conflict may resurface)

Question 35

what is a conciliator?

Answer 35

a trusted third party who provides and informal communication link between the negotiator and the opponent