Conflict and Negotiation

Question 1

Functional conflict

Answer 1

Supports the goals of the group and improves performance

Question 2

Dysfunctional conflict

Answer 2

Affects group performance

Question 3

Task conflict

Answer 3

-focuses on quality of ideas
-shows respect for everyone

Question 4

Relationship conflict

Answer 4

-focuses on qualities of the people, not their ideas
-has dysfunctional consequences

Question 5

Negative outcomes of interpersonal conflict

Answer 5

-lower performance
-higher stress, turnover
-less information sharing
-wasted resources

Question 6

Positive outcomes of interpersonal conflict

Answer 6

-better decision making
-generates creative thinking
-more responsive to changing environment

Question 7

When to use problem solving

Answer 7

-interests are not perfectly opposing
-parties have trust
-issues are complex
-win-win situation

Question 8

When to use forcing

Answer 8

-quick resolution required
-your position has stronger logical foundation
-other party would take advantage of cooperation
-win-lose situation

Question 9

When to use avoiding

Answer 9

-conflict is emotionally charged (relationship)
-parties want to maintain harmony
-cost of resolving it outweighs benefits

Question 10

When to use yielding

Answer 10

-issue is less important to you than other party
-value/logic of your position is imperfect
-parties want to maintain harmony
-other party has more power

Question 11

When to use compromising

Answer 11

-single issue conflict with opposing interests
-there is a lack of time and trust between people
-want to maintain harmony
-both people have equal power

Question 12

Negotiation - definition

Answer 12

Parties with divergent beliefs or goals attempt to reach agreement on an issue that affects both of them

Question 13

Distributive approach to negotiation

Answer 13

-seeks to divide up a fixed number of resources
-each party looks to maximize their resources leading to a win-lose situation

Question 14

Integrative approach to negotiation

Answer 14

-focuses on the merits of the issues and seeks a win-win
-better with multiple issues of different value for each party

Question 15

BATNA

Answer 15

Best alternative to a negotiated agreement

Question 16

Personality traits for negotiation

Answer 16

-agreeable and extroverted people may not be successful in distributive bargaining, high machs are
-emotional stability is key for integrative negotiations