Topic 11: Conflict and Negotiation Flashcards
(47 cards)
What is task conflict?
Conflict that arises from disagreements about ideas, project content, or how to perform work.
What is relationship conflict?
Conflict caused by strained or incompatible personal interactions.
Can conflict ever be useful?
Yes — task-related conflict (not personal conflict) can improve group performance by encouraging diverse thinking.
What are informational factors in conflict?
Conflict due to people having different or incomplete information (e.g., blind men and the elephant analogy).
What are perceptual factors in conflict?
People interpret the same facts differently and may ignore or devalue opposing viewpoints.
What are role factors in conflict?
Conflict caused by unclear or overlapping responsibilities (e.g., when your friend becomes your boss).
What are environmental sources of conflict?
Scarcity (limited resources)
Competition (mixed motivations to compete vs. cooperate)
What are personal factors in conflict?
Individual differences in values, goals, or priorities
Conflicts over what is “correct” vs. “morally right”
Is everything a negotiation?
In many cases, yes — but not always. Some situations (like a non-negotiable salary or safety policies) should not be negotiated.
When should you avoid negotiation?
If you can’t add value to the outcome
If the terms are fixed
If negotiation could jeopardize safety or ethical standards
What is BATNA?
Best Alternative to a Negotiated Agreement — what you will do if you can’t reach a deal. Knowing your BATNA gives you leverage.
Why is knowing your BATNA important?
It sets your minimum acceptable outcome
It clarifies what you want vs. what you’re willing to accept
It helps avoid poor or pressured agreements
What are the five conflict-handling styles?
Integrating (high concern for self and others)
Dominating (high self, low others)
Avoiding (low self, low others)
Obliging (low self, high others)
Compromising (moderate concern for both)
What is the integrating style?
Conflict management that values both parties’ concerns; aims for win-win solutions.
What is the dominating style?
Prioritizing your own goals over others’—win-lose approach.
What is the avoiding style?
Ignoring the conflict or withdrawing, avoiding engagement.
What is the obliging style?
Yielding to others’ needs and minimizing your own; often used to maintain harmony.
What is the compromising style?
Seeking a middle ground where both sides give up something for a partially satisfying solution.
What are the stages of negotiation?
Prepare
Understand needs
List and discuss options
Use process tactics
End negotiation
Evaluate
What is the most important part of negotiation?
Planning and preparation
What should you do during preparation?
Define and prioritize issues
Gather relevant information
Talk to those involved or impacted
Research the opposing party and anticipate their behavior
Why should you research the other party?
To know if their BATNA makes negotiation worthwhile
To assess if they will be competitive or cooperative
How do you identify what matters most in negotiation?
Clarify the difference between what you want and what you’re willing to accept.
What should you do during preparation?
Define and prioritize issues
Gather needed information from others
Talk to affected parties
Research your negotiation counterpart
