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Questions and Answers
Define conflict in the workplace according to the provided content.
Define conflict in the workplace according to the provided content.
Conflict in the workplace is the process in which one party perceives that its interests are being opposed or negatively affected by another party.
Which of the following are considered positive outcomes of conflict in the workplace? (Select all that apply)
Which of the following are considered positive outcomes of conflict in the workplace? (Select all that apply)
Conflict handling styles play a significant role in managing interpersonal conflicts. (True/False)
Conflict handling styles play a significant role in managing interpersonal conflicts. (True/False)
True
During task conflict, the focus is on the quality of ________ and arguments.
During task conflict, the focus is on the quality of ________ and arguments.
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Match the conflict handling style with its best scenario:
Match the conflict handling style with its best scenario:
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In negotiation settings, negotiators are more competitive and make fewer concessions when:
In negotiation settings, negotiators are more competitive and make fewer concessions when:
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In negotiations, what impact does the physical setting have?
In negotiations, what impact does the physical setting have?
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According to the content, how do women, compared to men, typically negotiate in terms of target points and offers?
According to the content, how do women, compared to men, typically negotiate in terms of target points and offers?
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Negotiators are more competitive and make fewer concessions when negotiating in front of an audience. (True/False)
Negotiators are more competitive and make fewer concessions when negotiating in front of an audience. (True/False)
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Study Notes
Conflict and Negotiation in the Workplace
- Conflict is defined as a process where one party perceives that its interests are being opposed or negatively affected by another party.
Dysfunctional Conflict
- Overt conflict is rare among commercial airline crew members, but when it occurs, it can be costly for the airline and inconvenient for passengers.
Is Conflict Good or Bad?
- Conflict can have both negative and positive outcomes.
- Negative outcomes: lower performance, higher stress, dissatisfaction, and turnover.
- Positive outcomes: better decision making, tests logic of arguments, questions assumptions, generates creative thinking, and stronger team cohesion.
Task versus Relationship Conflict
- Task conflict focuses on the quality of ideas and arguments, shows respect for all participants, and avoids critiquing opponent's competence or power.
- Relationship conflict focuses on the opponent's character, tries to win an argument by undermining opponent's credibility, and relies on status and assertive behavior.
Minimizing Relationship Conflict
- Goal: encourage task conflict, minimize relationship conflict.
- Strategies to minimize relationship conflict:
- Emotional intelligence
- Team development
- Psychological safety team norms
The Conflict Process
- The conflict process model involves the perception of a threat, the cognition of a conflict, the emotions and attitudes associated with the conflict, and the behavior resulting from the conflict.
Structural Sources of Conflict
- Six structural sources of conflict:
- Incompatible goals
- Differentiation
- Interdependence
- Scarce resources
- Ambiguous rules
- Communication problems
Interpersonal Conflict Handling Styles
- Five conflict-handling styles:
- Problem-solving
- Forcing
- Avoiding
- Yielding
- Compromising
Cultural and Gender Differences in Conflict-Handling Styles
- Cultural differences in conflict-handling styles: preferences vary across cultures.
- Gender differences in conflict-handling styles: men use more forcing style, women use more avoiding style, and women use slightly more problem-solving and compromising styles.
Structural Approaches to Conflict Management
- Six structural approaches to conflict management:
- Emphasize superordinate goals
- Reduce differentiation
- Improve communication and understanding
- Reduce interdependence
- Increase resources
- Clarify rules and procedures
Types of Third-Party Intervention
- Three types of third-party intervention:
- Mediation
- Arbitration
- Inquisitional strategy
Negotiation: Definitions and Approaches
- Negotiation: trying to resolve divergent goals by redefining terms of interdependence.
- Two approaches to negotiation:
- Distributive approach (win-lose orientation)
- Integrative approach (win-win orientation)
Bargaining Zone Model
- The bargaining zone model represents the range of possible agreements between two parties.
Know Your BATNA and Power
- BATNA: best alternative to a negotiated agreement.
- Negotiation power: higher with favorable sources and contingencies of power.
Negotiation Process; Gather Information
- Strategies for gathering information in negotiation:
- Listen closely to the other party
- Ask questions
- Pay attention to nonverbal communication
- Summarize other party's statements
- Communicate your inner thoughts and reactions to other's proposals
Negotiation Process: Manage Concessions
- Concessions communicate priorities and motivation.
- Strategies for managing concessions:
- Make fewer, smaller, and clearly-labeled concessions
- State that the other party should reciprocate
- Use multi-issue offers
Negotiation Process: Time and Relationships
- Manage time: deadline effect, exploding offers, and escalation of time commitment.
- Build the relationship: discover common backgrounds and interests, manage first impressions, signal trustworthiness, and show awareness of shared negotiation norms and expectations.
Negotiation Setting
- Location: easier to negotiate on your own turf.
- Physical setting: seating arrangements, spacing, and formality.
- Audience: negotiators are more competitive and make fewer concessions when an audience is watching.
Gender and Negotiation
- Women tend to:
- Set lower target points
- Accept offers near their resistance points
- Rely less on alternatives to improve their outcomes
- Avoid engaging in negotiation
- Receive more deceitful tactics by other negotiators
- Be viewed less favorably when using effective negotiation tactics
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Description
Learn about conflict and negotiation in the workplace, including causes, types, and resolution strategies. Understand how to manage and resolve conflicts effectively.
