Podcast
Questions and Answers
The problem-solving strategy shows low concern for both parties' outcomes.
The problem-solving strategy shows low concern for both parties' outcomes.
False
Contending approach involves threats, punishment, and unilateral action.
Contending approach involves threats, punishment, and unilateral action.
True
Yielding requires a party to prioritize their own outcomes over the other party's outcomes.
Yielding requires a party to prioritize their own outcomes over the other party's outcomes.
False
The inaction strategy is synonymous with assertiveness and proactive engagement.
The inaction strategy is synonymous with assertiveness and proactive engagement.
Signup and view all the answers
Compromising represents a moderate effort to facilitate the other party's outcomes while pursuing one's own.
Compromising represents a moderate effort to facilitate the other party's outcomes while pursuing one's own.
Signup and view all the answers
Actors using a yielding strategy aim to maintain high aspirations for their own outcomes.
Actors using a yielding strategy aim to maintain high aspirations for their own outcomes.
Signup and view all the answers
The compromising strategy is located in a defined position within the context of conflict management strategies.
The compromising strategy is located in a defined position within the context of conflict management strategies.
Signup and view all the answers
Actors pursuing the problem-solving strategy are indifferent to the outcomes of the other party.
Actors pursuing the problem-solving strategy are indifferent to the outcomes of the other party.
Signup and view all the answers
In negotiations, both sides generally refuse to modify their initial positions to reach an agreement.
In negotiations, both sides generally refuse to modify their initial positions to reach an agreement.
Signup and view all the answers
Compromise in negotiations typically involves both sides moving toward the 'middle' of their original positions.
Compromise in negotiations typically involves both sides moving toward the 'middle' of their original positions.
Signup and view all the answers
Creative negotiations may not require any form of compromise between the parties involved.
Creative negotiations may not require any form of compromise between the parties involved.
Signup and view all the answers
When parties do not perceive the situation as a negotiation, they are likely to engage in give-and-take discussions.
When parties do not perceive the situation as a negotiation, they are likely to engage in give-and-take discussions.
Signup and view all the answers
Negotiation aims to avoid open conflict and instead seeks mutually acceptable solutions.
Negotiation aims to avoid open conflict and instead seeks mutually acceptable solutions.
Signup and view all the answers
A yielding strategy in negotiations focuses on one party completely capitulating to the other side's demands.
A yielding strategy in negotiations focuses on one party completely capitulating to the other side's demands.
Signup and view all the answers
An inaction strategy during negotiations can lead to a resolution through mutual agreement.
An inaction strategy during negotiations can lead to a resolution through mutual agreement.
Signup and view all the answers
Negotiations may include established rules and procedures that guide the resolution of conflicts.
Negotiations may include established rules and procedures that guide the resolution of conflicts.
Signup and view all the answers
Contending strategy represents a high concern for both one's own outcomes and the other party's outcomes.
Contending strategy represents a high concern for both one's own outcomes and the other party's outcomes.
Signup and view all the answers
The yielding strategy is primarily located in the upper right-hand corner of the dual concerns model.
The yielding strategy is primarily located in the upper right-hand corner of the dual concerns model.
Signup and view all the answers
Compromising is a strategy that seeks to balance the concerns of both parties, leading to a moderate concern for each party's outcomes.
Compromising is a strategy that seeks to balance the concerns of both parties, leading to a moderate concern for each party's outcomes.
Signup and view all the answers
Inaction strategy is considered a proactive method for conflict management.
Inaction strategy is considered a proactive method for conflict management.
Signup and view all the answers
The dual concerns model can theoretically identify an infinite number of strategies based on levels of concern for outcomes.
The dual concerns model can theoretically identify an infinite number of strategies based on levels of concern for outcomes.
Signup and view all the answers
Actors using the contending strategy often attempt to persuade the other party to yield to their desires.
Actors using the contending strategy often attempt to persuade the other party to yield to their desires.
Signup and view all the answers
A higher concern for the other party's outcomes generally leads to strategies located in the lower portion of the dual concerns model.
A higher concern for the other party's outcomes generally leads to strategies located in the lower portion of the dual concerns model.
Signup and view all the answers
People who have low concern for their own outcomes are likely to pursue strategies on the right side of the dual concerns model.
People who have low concern for their own outcomes are likely to pursue strategies on the right side of the dual concerns model.
Signup and view all the answers
The yielding strategy is characterized by a significant concern for attaining one's own outcomes.
The yielding strategy is characterized by a significant concern for attaining one's own outcomes.
Signup and view all the answers
Actors utilizing the inaction strategy demonstrate a high level of concern for whether the other party achieves their desired outcomes.
Actors utilizing the inaction strategy demonstrate a high level of concern for whether the other party achieves their desired outcomes.
Signup and view all the answers
The compromising strategy is placed in a position that indicates low moderation in pursuing one's own goals and those of the other party.
The compromising strategy is placed in a position that indicates low moderation in pursuing one's own goals and those of the other party.
Signup and view all the answers
The contending approach typically relies on cooperation to maximize outcomes for both conflicting parties.
The contending approach typically relies on cooperation to maximize outcomes for both conflicting parties.
Signup and view all the answers
Problem solving as a strategy indicates low concern for the outcomes of both parties involved in a conflict.
Problem solving as a strategy indicates low concern for the outcomes of both parties involved in a conflict.
Signup and view all the answers
A party that engages in yielding during negotiations does so to maximize their own competitive advantage.
A party that engages in yielding during negotiations does so to maximize their own competitive advantage.
Signup and view all the answers
Compromising is considered a strategy that entirely rejects the pursuit of one's own outcomes.
Compromising is considered a strategy that entirely rejects the pursuit of one's own outcomes.
Signup and view all the answers
The inaction strategy promotes active engagement and dialogue between conflicting parties.
The inaction strategy promotes active engagement and dialogue between conflicting parties.
Signup and view all the answers
The compromising strategy is characterized by an equal concern for both one's own outcomes and the other party's outcomes.
The compromising strategy is characterized by an equal concern for both one's own outcomes and the other party's outcomes.
Signup and view all the answers
The yielding strategy is defined by a strong concern for one’s own outcomes and a lack of concern for the other party’s outcomes.
The yielding strategy is defined by a strong concern for one’s own outcomes and a lack of concern for the other party’s outcomes.
Signup and view all the answers
Inaction strategy involves actively engaging with the other party to negotiate outcomes.
Inaction strategy involves actively engaging with the other party to negotiate outcomes.
Signup and view all the answers
The contending strategy is located in the upper left-hand corner of the dual concerns model.
The contending strategy is located in the upper left-hand corner of the dual concerns model.
Signup and view all the answers
Actors pursuing the problem-solving strategy are likely to engage collaboratively with the other party to achieve favorable outcomes for both.
Actors pursuing the problem-solving strategy are likely to engage collaboratively with the other party to achieve favorable outcomes for both.
Signup and view all the answers
In the dual concerns model, a high concern for the other party's outcomes leads to strategies located at the bottom of the figure.
In the dual concerns model, a high concern for the other party's outcomes leads to strategies located at the bottom of the figure.
Signup and view all the answers
The contending strategy emphasizes collaboration and mutual outcomes over individual gains.
The contending strategy emphasizes collaboration and mutual outcomes over individual gains.
Signup and view all the answers
Yielding is a strategy primarily identified with a focus on achieving the other party's desired outcomes at the expense of one's own aspirations.
Yielding is a strategy primarily identified with a focus on achieving the other party's desired outcomes at the expense of one's own aspirations.
Signup and view all the answers
The compromising strategy can be effectively utilized when both parties agree on the importance of their individual outcomes.
The compromising strategy can be effectively utilized when both parties agree on the importance of their individual outcomes.
Signup and view all the answers
Actors utilizing the inaction strategy often find themselves actively negotiating terms and conditions.
Actors utilizing the inaction strategy often find themselves actively negotiating terms and conditions.
Signup and view all the answers
The situation between Joe and Sue indicates a successful application of the compromising strategy.
The situation between Joe and Sue indicates a successful application of the compromising strategy.
Signup and view all the answers
Choosing to flip a coin represents a yielding strategy in conflict management.
Choosing to flip a coin represents a yielding strategy in conflict management.
Signup and view all the answers
Joe's approach to managing his vacation conflict demonstrates elements of a problem-solving strategy.
Joe's approach to managing his vacation conflict demonstrates elements of a problem-solving strategy.
Signup and view all the answers
Being unable to compromise on the vacation plans is indicative of a strong contention between Joe and Sue.
Being unable to compromise on the vacation plans is indicative of a strong contention between Joe and Sue.
Signup and view all the answers
Joe and Sue's discussions about their vacation plans could be classified as an example of the inaction strategy.
Joe and Sue's discussions about their vacation plans could be classified as an example of the inaction strategy.
Signup and view all the answers
The compromising strategy focuses entirely on maximizing one's own outcomes at the expense of the other party's interests.
The compromising strategy focuses entirely on maximizing one's own outcomes at the expense of the other party's interests.
Signup and view all the answers
A yielding strategy requires a party to adjust their plans to prioritize the outcomes of the other party.
A yielding strategy requires a party to adjust their plans to prioritize the outcomes of the other party.
Signup and view all the answers
Inaction strategy refers to actively engaging in negotiation discussions to reach a resolution.
Inaction strategy refers to actively engaging in negotiation discussions to reach a resolution.
Signup and view all the answers
The contending strategy represents a high concern for both one’s own outcomes and the outcomes of the other party.
The contending strategy represents a high concern for both one’s own outcomes and the outcomes of the other party.
Signup and view all the answers
Problem solving strategy aims for an outcome that optimizes the interests of all parties involved.
Problem solving strategy aims for an outcome that optimizes the interests of all parties involved.
Signup and view all the answers
In negotiations, making concessions leads to an expansion of the bargaining range.
In negotiations, making concessions leads to an expansion of the bargaining range.
Signup and view all the answers
Mutual adjustment in negotiations often involves both parties maintaining their initial proposals without alterations.
Mutual adjustment in negotiations often involves both parties maintaining their initial proposals without alterations.
Signup and view all the answers
When deciding on how much truth to tell during negotiations, negotiators face the dilemma of honesty.
When deciding on how much truth to tell during negotiations, negotiators face the dilemma of honesty.
Signup and view all the answers
In the yielding strategy, negotiators often aim to completely obstruct the other party's demands.
In the yielding strategy, negotiators often aim to completely obstruct the other party's demands.
Signup and view all the answers
The problem-solving strategy is often characterized by low concern for the outcomes of the other parties involved in the negotiation.
The problem-solving strategy is often characterized by low concern for the outcomes of the other parties involved in the negotiation.
Signup and view all the answers
Pruitt and Rubin believe that compromising is a lazy approach to problem-solving.
Pruitt and Rubin believe that compromising is a lazy approach to problem-solving.
Signup and view all the answers
The problem-solving approach is considered the least preferred method for managing conflict.
The problem-solving approach is considered the least preferred method for managing conflict.
Signup and view all the answers
Yielding strategies require a party to completely disregard their own interests in favor of the other party's outcomes.
Yielding strategies require a party to completely disregard their own interests in favor of the other party's outcomes.
Signup and view all the answers
Inaction in negotiations is generally viewed as a proactive method for resolving conflicts.
Inaction in negotiations is generally viewed as a proactive method for resolving conflicts.
Signup and view all the answers
Compromising is represented as a valid strategic approach to conflict by many scholars.
Compromising is represented as a valid strategic approach to conflict by many scholars.
Signup and view all the answers
The contending strategy is characterized by a strong concern for one's own outcomes and low concern for the other party's outcomes.
The contending strategy is characterized by a strong concern for one's own outcomes and low concern for the other party's outcomes.
Signup and view all the answers
Problem-solving strategies are associated with an indiscriminate approach to conflict resolution.
Problem-solving strategies are associated with an indiscriminate approach to conflict resolution.
Signup and view all the answers
Each conflict management strategy has both advantages and disadvantages depending on the context.
Each conflict management strategy has both advantages and disadvantages depending on the context.
Signup and view all the answers
Pruitt and Rubin argue that all forms of yielding should be avoided in conflicts.
Pruitt and Rubin argue that all forms of yielding should be avoided in conflicts.
Signup and view all the answers
The yield strategy focuses solely on achieving a balanced result for both parties.
The yield strategy focuses solely on achieving a balanced result for both parties.
Signup and view all the answers
Study Notes
Conflict Management Strategies
- Contending Strategy: Involves strong pursuit of one's own outcomes with little regard for the other party's goals. Characterized by competition and dominance.
- Yielding Strategy: Emphasizes accommodating to the other party's interests, often at one's own expense. This can lead to favorable outcomes in certain contexts despite seeming counterintuitive.
- Inaction Strategy: Represents avoidance behavior where the party is indifferent to both their own and the other party’s outcomes. It favors passivity or withdrawal from conflict situations.
- Problem Solving Strategy: Prioritizes collaboration, focusing on maximizing joint outcomes. Both parties actively seek solutions that benefit everyone involved.
- Compromising Strategy: Involves moderate efforts on both sides to meet halfway, balancing self-interest and the interests of the other party.
Dual Concerns Model
- The model portrays two dimensions of concern:
- Assertiveness: Concern for one’s own outcomes (horizontal axis).
- Cooperativeness: Concern for the other party’s outcomes (vertical axis).
- Strategies can fall anywhere along these axes, reflecting varying degrees of concern for both self and others.
Negotiation Dynamics
- In negotiations, parties are willing to modify their positions in pursuit of an agreement, moving towards a compromise.
- Creative solutions may arise that fulfill the goals of all parties, independent of initial positions.
- Negotiation is preferred over open conflict, hierarchical resolution, or severing ties, allowing individuals to invent solutions outside established protocols.
- Organizations may implement policies for conflict resolution, though negotiation is often an option for flexibility in handling disputes.
Example Cases
- A deli sign highlights an instance of negotiation where the price can be adjusted based on customer interactions, demonstrating the fluidity of conflict resolution in a transactional context.
- Attorneys often engage in negotiation or plea bargaining, emphasizing the desire for assured settlements rather than risking trial outcomes.
Key Insights
- Effective conflict management requires awareness of one’s own and the other party’s aspirations.
- Different strategies serve specific contexts, from aggressive contention to accommodating yielding or collaborative problem-solving.
Conflict Management Strategies
-
Contending (Competing/Dominating)
- Pursuers focus heavily on personal outcomes while disregarding the other party's needs.
- Commonly results in a win-lose dynamic.
-
Yielding (Accommodating/Obliging)
- Involves lowering personal aspirations to allow the other party to win.
- Shows high concern for the other party's outcomes, but low concern for one's own.
- May provide advantages in specific contexts.
-
Inaction (Avoiding)
- Characterized by little interest in both personal and others' outcomes.
- Often leads to withdrawal, passivity, or silence.
-
Problem Solving (Collaborating/Integrating)
- High concern for both parties' outcomes, aiming to maximize joint benefits.
- Encourages active engagement and finding mutual resolutions.
-
Compromising
- Represents a moderate concern for one’s own and the other party’s outcomes.
- Considered less effective by some scholars, viewed as lazy problem-solving or mutual yielding.
- Included in conflict strategies due to its common application in practice.
Dual Concerns Model Overview
- Model illustrates two independent dimensions: concern for personal outcomes and concern for others' outcomes.
- Dimensions are categorized as:
- Horizontal (Assertiveness) – Concern for personal outcomes.
- Vertical (Cooperativeness) – Concern for others' outcomes.
- Strategies are positioned based on varying levels of concern in both dimensions (high/low).
Negotiation Process Dynamics
- Negotiations often start with stated opening positions, where parties express their ideal proposals.
- Reactions to proposals typically include defending and critiquing positions, leading to potential adjustments.
- Making a concession narrows the range of acceptable agreements, affecting subsequent negotiations.
Dilemmas in Mutual Adjustment
- Honesty Dilemma: Difficulty balancing truthfulness in negotiations, especially when trust is lacking.
- Example scenario demonstrates familial negotiation complexities (e.g., choosing vacation plans).
- Decisions about concessions and reading others' signals can complicate the negotiation process.
Historical Context of Conflict Strategies
- Earlier conflict management literature favored problem-solving as the primary approach and viewed conflict negatively.
- Recent works acknowledge that all strategies have pros and cons, emphasizing context-specific appropriateness.
- Enhanced understanding of negotiation processes derived from real-world examples, such as everyday situations like Joe and Sue Carter's vacation planning.
Studying That Suits You
Use AI to generate personalized quizzes and flashcards to suit your learning preferences.
Description
Explore the differences between contending and yielding strategies in conflict resolution. This quiz delves into concepts like intimidation, punishment, and the art of yielding in negotiations. Understand how these strategies can affect the outcomes in interpersonal and organizational conflicts.
