Podcast
Questions and Answers
What initiates the conflict process according to the definition provided?
What initiates the conflict process according to the definition provided?
- Perception of a positive interaction
- Perception of negative impact on something valued (correct)
- Agreement among parties
- Absence of opposition
Which type of conflict is characterized as supporting group goals and improving performance?
Which type of conflict is characterized as supporting group goals and improving performance?
- Dysfunctional conflict
- Functional conflict (correct)
- Covert conflict
- Open conflict
What is a key characteristic of dysfunctional conflict in a team setting?
What is a key characteristic of dysfunctional conflict in a team setting?
- Distracts from the team's task (correct)
- Promotes team collaboration
- Enhances creativity and solutions
- Encourages open debate
Which of the following statements about conflict is incorrect?
Which of the following statements about conflict is incorrect?
In contemporary perspectives, functional conflict typically results in which of the following outcomes?
In contemporary perspectives, functional conflict typically results in which of the following outcomes?
What does the perception of conflict require to exist?
What does the perception of conflict require to exist?
What is a primary difference between functional and dysfunctional conflict?
What is a primary difference between functional and dysfunctional conflict?
Which aspect is not considered a type of conflict within the contemporary perspective?
Which aspect is not considered a type of conflict within the contemporary perspective?
What can happen to negotiators who have no alternative to an agreement?
What can happen to negotiators who have no alternative to an agreement?
What should negotiators do before starting a negotiation?
What should negotiators do before starting a negotiation?
What is the purpose of the clarification and justification step in negotiations?
What is the purpose of the clarification and justification step in negotiations?
Which factor is NOT mentioned as influencing negotiation effectiveness?
Which factor is NOT mentioned as influencing negotiation effectiveness?
Why might agreeable individuals struggle in negotiations?
Why might agreeable individuals struggle in negotiations?
Which personality trait has a weak link to negotiation outcomes?
Which personality trait has a weak link to negotiation outcomes?
How do moods and emotions typically influence negotiations?
How do moods and emotions typically influence negotiations?
What is a key outcome of effective negotiation?
What is a key outcome of effective negotiation?
Which negotiator trait is likely to stem from high self-efficacy?
Which negotiator trait is likely to stem from high self-efficacy?
What role does empathy play in negotiation effectiveness?
What role does empathy play in negotiation effectiveness?
How might agreeable individuals feel in integrative negotiations compared to distributive negotiations?
How might agreeable individuals feel in integrative negotiations compared to distributive negotiations?
What often leads to less effective negotiation for extraverted individuals?
What often leads to less effective negotiation for extraverted individuals?
What step should follow the exchange of initial proposals in negotiation?
What step should follow the exchange of initial proposals in negotiation?
Which of these statements best reflects the relationship between personality traits and negotiation outcomes?
Which of these statements best reflects the relationship between personality traits and negotiation outcomes?
What is the first stage of the conflict process?
What is the first stage of the conflict process?
Which of the following is NOT a category of conditions that can create opportunities for conflict?
Which of the following is NOT a category of conditions that can create opportunities for conflict?
What can be a consequence of intense intergroup conflict among team members?
What can be a consequence of intense intergroup conflict among team members?
In the context of conflict, being peripheral in a group allows individuals to better manage conflicts with which of the following?
In the context of conflict, being peripheral in a group allows individuals to better manage conflicts with which of the following?
Which example illustrates structural conflict?
Which example illustrates structural conflict?
What is one potential source of communication-related conflict?
What is one potential source of communication-related conflict?
How does overcommunication affect potential conflict?
How does overcommunication affect potential conflict?
Which term best describes the variables such as group size and leadership style in relation to conflict?
Which term best describes the variables such as group size and leadership style in relation to conflict?
What is a key benefit of having a reputation for integrity in negotiations?
What is a key benefit of having a reputation for integrity in negotiations?
Which of the following is a benefit of a certain amount of intragroup conflict?
Which of the following is a benefit of a certain amount of intragroup conflict?
How do repeated negotiations affect interpersonal relationships?
How do repeated negotiations affect interpersonal relationships?
What outcome may occur if individuals JIA and MARCUS on the same team have interpersonal conflict?
What outcome may occur if individuals JIA and MARCUS on the same team have interpersonal conflict?
What role does a mediator play in third-party negotiations?
What role does a mediator play in third-party negotiations?
What may improve team dynamics in the presence of conflict?
What may improve team dynamics in the presence of conflict?
Which statement best describes the role of an arbitrator in negotiations?
Which statement best describes the role of an arbitrator in negotiations?
Which aspect of conflict is least effective in predicting outcomes of intergroup conflict?
Which aspect of conflict is least effective in predicting outcomes of intergroup conflict?
Conflict that does NOT affect interpersonal relationships within a team is termed as:
Conflict that does NOT affect interpersonal relationships within a team is termed as:
What is an advantage of using arbitration over mediation?
What is an advantage of using arbitration over mediation?
What aspect can impact the effectiveness of mediation?
What aspect can impact the effectiveness of mediation?
How can managers effectively build trust in negotiations?
How can managers effectively build trust in negotiations?
What factor can deter successful mediation?
What factor can deter successful mediation?
What is one characteristic of a conciliator's role?
What is one characteristic of a conciliator's role?
Why might conflict be considered constructive in a group setting?
Why might conflict be considered constructive in a group setting?
What is a potential downside of arbitration?
What is a potential downside of arbitration?
When is authoritarian management style most appropriate?
When is authoritarian management style most appropriate?
What does integrative problem solving involve in negotiations?
What does integrative problem solving involve in negotiations?
Which type of conflict primarily relates to the content and goals of the work?
Which type of conflict primarily relates to the content and goals of the work?
Relationship conflicts are considered dysfunctional primarily because they tend to cause what?
Relationship conflicts are considered dysfunctional primarily because they tend to cause what?
What is a key factor that affects whether task conflicts lead to positive or negative outcomes?
What is a key factor that affects whether task conflicts lead to positive or negative outcomes?
How can moderate levels of task conflict benefit group performance?
How can moderate levels of task conflict benefit group performance?
Process conflict is associated with which of the following?
Process conflict is associated with which of the following?
What is one of the main risks of high levels of task conflict?
What is one of the main risks of high levels of task conflict?
Which personality traits help teams better manage task conflict and enhance performance?
Which personality traits help teams better manage task conflict and enhance performance?
In the context of conflict, what is intragroup conflict?
In the context of conflict, what is intragroup conflict?
What aspect can moderate task conflict positively impact in a team?
What aspect can moderate task conflict positively impact in a team?
What is the consequence of process conflicts often becoming highly personalized?
What is the consequence of process conflicts often becoming highly personalized?
Which conflict tends to have the most psychological toll on individuals in the workplace?
Which conflict tends to have the most psychological toll on individuals in the workplace?
What type of conflict can hinder group performance if it occurs alongside task conflict?
What type of conflict can hinder group performance if it occurs alongside task conflict?
Which type of conflict occurs specifically between two individuals?
Which type of conflict occurs specifically between two individuals?
For task conflict to positively influence performance, what environment is essential?
For task conflict to positively influence performance, what environment is essential?
Which statement best describes the relationship between tenure and conflict within an organization?
Which statement best describes the relationship between tenure and conflict within an organization?
What personal variable is most likely to lead to conflict among colleagues?
What personal variable is most likely to lead to conflict among colleagues?
At what stage does a conflict become personalized, resulting in emotional involvement?
At what stage does a conflict become personalized, resulting in emotional involvement?
Which approach is highlighted as a way to frame a conflict constructively?
Which approach is highlighted as a way to frame a conflict constructively?
What is the key characteristic of the competing intention in conflict resolution?
What is the key characteristic of the competing intention in conflict resolution?
Which intention represents a balance between assertiveness and cooperativeness?
Which intention represents a balance between assertiveness and cooperativeness?
What is a likely outcome when a group has high turnover and younger members?
What is a likely outcome when a group has high turnover and younger members?
What role do negative emotions play in conflict according to the content?
What role do negative emotions play in conflict according to the content?
Which of the following accurately describes avoiding as a conflict-handling intention?
Which of the following accurately describes avoiding as a conflict-handling intention?
How can differences in preferences among group members contribute to conflict?
How can differences in preferences among group members contribute to conflict?
Which of the following is NOT a characteristic of collaborating in conflict resolution?
Which of the following is NOT a characteristic of collaborating in conflict resolution?
What common misconception might lead to conflict escalation?
What common misconception might lead to conflict escalation?
In what way do personal variables influence potential for conflict?
In what way do personal variables influence potential for conflict?
What is the primary characteristic of accommodating in conflict resolution?
What is the primary characteristic of accommodating in conflict resolution?
In which stage of conflict do behaviors like demands and threats occur?
In which stage of conflict do behaviors like demands and threats occur?
What distinguishes compromising from accommodating in conflict management?
What distinguishes compromising from accommodating in conflict management?
What can be a functional outcome of conflict?
What can be a functional outcome of conflict?
What behavior is typically associated with the avoidance strategy?
What behavior is typically associated with the avoidance strategy?
How does collaboration differ from competing in conflict resolution?
How does collaboration differ from competing in conflict resolution?
What might occur if conflicts escalate to a highly destructive range?
What might occur if conflicts escalate to a highly destructive range?
Which conflict management technique involves balancing both parties’ needs without full satisfaction?
Which conflict management technique involves balancing both parties’ needs without full satisfaction?
What is a common misconception about conflict behaviors?
What is a common misconception about conflict behaviors?
What is one potential benefit of mild conflicts in groups?
What is one potential benefit of mild conflicts in groups?
What stage follows the behavior stage in the conflict process?
What stage follows the behavior stage in the conflict process?
In what context can conflict be constructive?
In what context can conflict be constructive?
What distinguishes functional conflict from dysfunctional conflict in organizations?
What distinguishes functional conflict from dysfunctional conflict in organizations?
Which behavior is generally NOT associated with functional conflict?
Which behavior is generally NOT associated with functional conflict?
How should managers best address superficial disagreements?
How should managers best address superficial disagreements?
Which of the following behaviors would likely lead to worse group performance?
Which of the following behaviors would likely lead to worse group performance?
What is one of the most effective ways to enhance group performance during conflicts?
What is one of the most effective ways to enhance group performance during conflicts?
In which cultural context are individuals more likely to indirectly resolve conflicts?
In which cultural context are individuals more likely to indirectly resolve conflicts?
What is the potential negative effect of excessive collaboration in a team?
What is the potential negative effect of excessive collaboration in a team?
What approach is frequently preferred by U.S. managers when facing conflicts?
What approach is frequently preferred by U.S. managers when facing conflicts?
What major outcome can result from unmanaged conflict within a group?
What major outcome can result from unmanaged conflict within a group?
What is a common issue in cross-cultural negotiations?
What is a common issue in cross-cultural negotiations?
Which conflict management approach is likely favored in collectivist cultures?
Which conflict management approach is likely favored in collectivist cultures?
What can happen when conflicts are left unaddressed within a group?
What can happen when conflicts are left unaddressed within a group?
Which contributes to the effectiveness of groups that successfully manage conflicts?
Which contributes to the effectiveness of groups that successfully manage conflicts?
What is a negative consequence of dysfunctional conflict as mentioned?
What is a negative consequence of dysfunctional conflict as mentioned?
What is the most appropriate way for opposing groups to handle their issues?
What is the most appropriate way for opposing groups to handle their issues?
What common misconception does functional conflict challenge?
What common misconception does functional conflict challenge?
Under what circumstances can showing anger in negotiations be effective?
Under what circumstances can showing anger in negotiations be effective?
What effect does showing disappointment have in negotiations?
What effect does showing disappointment have in negotiations?
How does anxiety impact a negotiator's behavior?
How does anxiety impact a negotiator's behavior?
What role does cultural context play in negotiation effectiveness?
What role does cultural context play in negotiation effectiveness?
In cross-cultural negotiations, what trait is especially beneficial for negotiators?
In cross-cultural negotiations, what trait is especially beneficial for negotiators?
What typically happens when U.S. negotiators encounter an angry counterpart?
What typically happens when U.S. negotiators encounter an angry counterpart?
What is a common stereotype regarding gender differences in negotiations?
What is a common stereotype regarding gender differences in negotiations?
Which of the following is true about emotional unpredictability in negotiation?
Which of the following is true about emotional unpredictability in negotiation?
Which of these emotions tends to lead to more concessions from a counterpart?
Which of these emotions tends to lead to more concessions from a counterpart?
What tends to be the negotiation behavior of women compared to men?
What tends to be the negotiation behavior of women compared to men?
How does cultural background influence negotiation strategies?
How does cultural background influence negotiation strategies?
In negotiations, if a negotiator has shown a history of anger, it tends to be perceived as:
In negotiations, if a negotiator has shown a history of anger, it tends to be perceived as:
Which emotion is suggested to lead to deceptions in negotiations?
Which emotion is suggested to lead to deceptions in negotiations?
How do negotiators from China and Qatar typically differ from those in the United States?
How do negotiators from China and Qatar typically differ from those in the United States?
What is the primary benefit of integrative bargaining over distributive bargaining?
What is the primary benefit of integrative bargaining over distributive bargaining?
What can occur if parties quickly compromise in a negotiation?
What can occur if parties quickly compromise in a negotiation?
What does BATNA stand for in negotiation contexts?
What does BATNA stand for in negotiation contexts?
Which condition is essential for integrative bargaining to succeed?
Which condition is essential for integrative bargaining to succeed?
Why might organizations default to distributive bargaining strategies?
Why might organizations default to distributive bargaining strategies?
What is the first step in the negotiation process as outlined?
What is the first step in the negotiation process as outlined?
Which of the following is a characteristic of distributive bargaining?
Which of the following is a characteristic of distributive bargaining?
What might employees' personal characteristics influence during negotiations?
What might employees' personal characteristics influence during negotiations?
In the example of sibling bargaining over an orange, what does the example illustrate?
In the example of sibling bargaining over an orange, what does the example illustrate?
What should negotiators consider about relationships during the negotiation process?
What should negotiators consider about relationships during the negotiation process?
What is a consequence of a negotiator feeling positive about their previous outcomes?
What is a consequence of a negotiator feeling positive about their previous outcomes?
What is the last step in the negotiation process?
What is the last step in the negotiation process?
How can understanding the other party's BATNA help you during negotiations?
How can understanding the other party's BATNA help you during negotiations?
What role does emotional ambivalence play in integrative bargaining?
What role does emotional ambivalence play in integrative bargaining?
What tends to reduce gender differences in negotiation outcomes?
What tends to reduce gender differences in negotiation outcomes?
In which situations have women been found to outperform men in negotiations?
In which situations have women been found to outperform men in negotiations?
What behavior might improve women’s negotiation outcomes in the short term?
What behavior might improve women’s negotiation outcomes in the short term?
What factor is suggested to negatively impact women in negotiations?
What factor is suggested to negatively impact women in negotiations?
What characteristic combination helps develop a trustworthy reputation in negotiations?
What characteristic combination helps develop a trustworthy reputation in negotiations?
How do organizational cultures affect negotiation outcomes?
How do organizational cultures affect negotiation outcomes?
Why do women often experience less confidence before negotiations?
Why do women often experience less confidence before negotiations?
What do effective negotiators need to do to build trust?
What do effective negotiators need to do to build trust?
How can stereotypes negatively influence negotiation outcomes?
How can stereotypes negatively influence negotiation outcomes?
In what context do women tend to negotiate more successfully?
In what context do women tend to negotiate more successfully?
What is a key reason men and women achieve more equal outcomes in negotiations?
What is a key reason men and women achieve more equal outcomes in negotiations?
What does research suggest about managerial women's attitudes in negotiations?
What does research suggest about managerial women's attitudes in negotiations?
How does having a reputation for trustworthiness impact negotiations?
How does having a reputation for trustworthiness impact negotiations?
What should organizations do to minimize gender disparities in negotiations?
What should organizations do to minimize gender disparities in negotiations?
What distinguishes distributive bargaining from integrative bargaining?
What distinguishes distributive bargaining from integrative bargaining?
In a negotiation, what is the 'fixed pie' concept?
In a negotiation, what is the 'fixed pie' concept?
What is one effective strategy when engaged in distributive bargaining?
What is one effective strategy when engaged in distributive bargaining?
What role does the aspiration range play in negotiation?
What role does the aspiration range play in negotiation?
How does integrative bargaining differ in focus compared to distributive bargaining?
How does integrative bargaining differ in focus compared to distributive bargaining?
What does making an initial aggressive offer in negotiation demonstrate?
What does making an initial aggressive offer in negotiation demonstrate?
What was a consequence of Jake's refusal to communicate with designers during cash-flow issues?
What was a consequence of Jake's refusal to communicate with designers during cash-flow issues?
What is the primary focus of negotiators during integrative bargaining?
What is the primary focus of negotiators during integrative bargaining?
Why is it often a mistake to undervalue your initial salary request in negotiations?
Why is it often a mistake to undervalue your initial salary request in negotiations?
Which of the following best describes 'distributive bargaining'?
Which of the following best describes 'distributive bargaining'?
What is the outcome of effective information sharing in integrative bargaining?
What is the outcome of effective information sharing in integrative bargaining?
What is one risk associated with the anchoring bias in negotiations?
What is one risk associated with the anchoring bias in negotiations?
What is a major implication of negotiation skills in loosely structured organizations?
What is a major implication of negotiation skills in loosely structured organizations?
Flashcards
Conflict
Conflict
A perception that one party has negatively affected or is about to negatively affect something that another party cares about.
Functional Conflict
Functional Conflict
A conflict that improves group performance and supports the group's goals.
Dysfunctional Conflict
Dysfunctional Conflict
A conflict that hinders a group's performance and prevents it from reaching its goals.
Task Conflict
Task Conflict
Signup and view all the flashcards
Relationship Conflict
Relationship Conflict
Signup and view all the flashcards
Process Conflict
Process Conflict
Signup and view all the flashcards
Dyadic Conflict
Dyadic Conflict
Signup and view all the flashcards
Intragroup Conflict
Intragroup Conflict
Signup and view all the flashcards
Intergroup Conflict
Intergroup Conflict
Signup and view all the flashcards
Task Conflict & Management
Task Conflict & Management
Signup and view all the flashcards
Task Conflict & Hierarchy
Task Conflict & Hierarchy
Signup and view all the flashcards
Task Conflict & Intensity
Task Conflict & Intensity
Signup and view all the flashcards
Relationship Conflict & Newcomers
Relationship Conflict & Newcomers
Signup and view all the flashcards
Team Personality & Task Conflict
Team Personality & Task Conflict
Signup and view all the flashcards
Process Conflict & Delegation
Process Conflict & Delegation
Signup and view all the flashcards
Process Conflict & Roles
Process Conflict & Roles
Signup and view all the flashcards
Supportive Team Climate
Supportive Team Climate
Signup and view all the flashcards
Task Conflict & Achievement
Task Conflict & Achievement
Signup and view all the flashcards
Potential Opposition or Incompatibility
Potential Opposition or Incompatibility
Signup and view all the flashcards
Stage I: Potential Opposition or Incompatibility
Stage I: Potential Opposition or Incompatibility
Signup and view all the flashcards
Cognition and Personalization
Cognition and Personalization
Signup and view all the flashcards
Stage II: Cognition and Personalization
Stage II: Cognition and Personalization
Signup and view all the flashcards
Intentions
Intentions
Signup and view all the flashcards
Stage III: Intentions
Stage III: Intentions
Signup and view all the flashcards
Behavior
Behavior
Signup and view all the flashcards
Stage IV: Behavior
Stage IV: Behavior
Signup and view all the flashcards
Outcomes
Outcomes
Signup and view all the flashcards
Stage V: Outcomes
Stage V: Outcomes
Signup and view all the flashcards
Conflict Process
Conflict Process
Signup and view all the flashcards
Communication as a Source of Conflict
Communication as a Source of Conflict
Signup and view all the flashcards
Structure as a Source of Conflict
Structure as a Source of Conflict
Signup and view all the flashcards
Personal Variables as a Source of Conflict
Personal Variables as a Source of Conflict
Signup and view all the flashcards
Accommodating
Accommodating
Signup and view all the flashcards
Group Size & Specialization and Conflict
Group Size & Specialization and Conflict
Signup and view all the flashcards
Tenure and Conflict
Tenure and Conflict
Signup and view all the flashcards
Compromising
Compromising
Signup and view all the flashcards
Personal Variables and Conflict
Personal Variables and Conflict
Signup and view all the flashcards
Personality and Conflict
Personality and Conflict
Signup and view all the flashcards
Competing
Competing
Signup and view all the flashcards
Emotions and Conflict
Emotions and Conflict
Signup and view all the flashcards
Collaborating
Collaborating
Signup and view all the flashcards
Avoiding
Avoiding
Signup and view all the flashcards
Values and Conflict
Values and Conflict
Signup and view all the flashcards
Perceived Conflict
Perceived Conflict
Signup and view all the flashcards
Conflict-Intensity Continuum
Conflict-Intensity Continuum
Signup and view all the flashcards
Conflict Management
Conflict Management
Signup and view all the flashcards
Felt Conflict
Felt Conflict
Signup and view all the flashcards
Defining Conflict
Defining Conflict
Signup and view all the flashcards
Functional Outcomes
Functional Outcomes
Signup and view all the flashcards
Default to Cooperation
Default to Cooperation
Signup and view all the flashcards
Dysfunctional Outcomes
Dysfunctional Outcomes
Signup and view all the flashcards
Emotions & Perception
Emotions & Perception
Signup and view all the flashcards
Positive Emotions & Conflict
Positive Emotions & Conflict
Signup and view all the flashcards
Conflict Intentions
Conflict Intentions
Signup and view all the flashcards
Conflict Intensity
Conflict Intensity
Signup and view all the flashcards
Misinterpreting Intentions
Misinterpreting Intentions
Signup and view all the flashcards
Conflict-Handling Intentions
Conflict-Handling Intentions
Signup and view all the flashcards
Different Verbiage
Different Verbiage
Signup and view all the flashcards
Interests vs. Issues
Interests vs. Issues
Signup and view all the flashcards
Top Needs Solution
Top Needs Solution
Signup and view all the flashcards
Open Communication
Open Communication
Signup and view all the flashcards
Unresolved Conflicts
Unresolved Conflicts
Signup and view all the flashcards
Shared Interests Emphasis
Shared Interests Emphasis
Signup and view all the flashcards
Cooperative Conflict Style
Cooperative Conflict Style
Signup and view all the flashcards
Individualistic Cultures
Individualistic Cultures
Signup and view all the flashcards
Collectivist Cultures
Collectivist Cultures
Signup and view all the flashcards
Collectivism
Collectivism
Signup and view all the flashcards
Individualism
Individualism
Signup and view all the flashcards
Ingroup Bias
Ingroup Bias
Signup and view all the flashcards
Distributive Bargaining
Distributive Bargaining
Signup and view all the flashcards
Negotiation
Negotiation
Signup and view all the flashcards
Fixed Pie
Fixed Pie
Signup and view all the flashcards
Resistance Point
Resistance Point
Signup and view all the flashcards
Aspiration Range
Aspiration Range
Signup and view all the flashcards
Integrative Bargaining
Integrative Bargaining
Signup and view all the flashcards
First Offer Anchor
First Offer Anchor
Signup and view all the flashcards
Anchoring Bias
Anchoring Bias
Signup and view all the flashcards
Relationship-Oriented Negotiation
Relationship-Oriented Negotiation
Signup and view all the flashcards
Outcome-Oriented Negotiation
Outcome-Oriented Negotiation
Signup and view all the flashcards
Feigning Concession
Feigning Concession
Signup and view all the flashcards
Hardball Tactics
Hardball Tactics
Signup and view all the flashcards
Emotional Intelligence (EI)
Emotional Intelligence (EI)
Signup and view all the flashcards
BATNA (Best Alternative to a Negotiated Agreement)
BATNA (Best Alternative to a Negotiated Agreement)
Signup and view all the flashcards
Negotiation Flexibility
Negotiation Flexibility
Signup and view all the flashcards
Asking for the Moon
Asking for the Moon
Signup and view all the flashcards
Clarification and Justification
Clarification and Justification
Signup and view all the flashcards
Bargaining and Problem Solving
Bargaining and Problem Solving
Signup and view all the flashcards
Closure and Implementation
Closure and Implementation
Signup and view all the flashcards
Compromise
Compromise
Signup and view all the flashcards
Flexibility in Negotiation
Flexibility in Negotiation
Signup and view all the flashcards
Salary Gap
Salary Gap
Signup and view all the flashcards
Men Ask More
Men Ask More
Signup and view all the flashcards
Ambiguous Negotiation
Ambiguous Negotiation
Signup and view all the flashcards
Organizational Culture
Organizational Culture
Signup and view all the flashcards
Assertive Charm
Assertive Charm
Signup and view all the flashcards
Reputation
Reputation
Signup and view all the flashcards
Competence
Competence
Signup and view all the flashcards
Integrity
Integrity
Signup and view all the flashcards
Integrative Negotiation
Integrative Negotiation
Signup and view all the flashcards
Social Context
Social Context
Signup and view all the flashcards
Go for Broke Negotiation
Go for Broke Negotiation
Signup and view all the flashcards
Opponent's Willingness to Compromise
Opponent's Willingness to Compromise
Signup and view all the flashcards
Defining Ground Rules
Defining Ground Rules
Signup and view all the flashcards
Personality Traits in Negotiations
Personality Traits in Negotiations
Signup and view all the flashcards
Agreeableness in Negotiations
Agreeableness in Negotiations
Signup and view all the flashcards
Empathy in Negotiations
Empathy in Negotiations
Signup and view all the flashcards
Self-Efficacy in Negotiations
Self-Efficacy in Negotiations
Signup and view all the flashcards
Moods and Emotions in Negotiations
Moods and Emotions in Negotiations
Signup and view all the flashcards
Personality Similarity in Negotiations
Personality Similarity in Negotiations
Signup and view all the flashcards
Negotiation Type and Emotional Response
Negotiation Type and Emotional Response
Signup and view all the flashcards
Information Sharing in Negotiations
Information Sharing in Negotiations
Signup and view all the flashcards
Anger in Negotiations
Anger in Negotiations
Signup and view all the flashcards
Emotional Persuasion
Emotional Persuasion
Signup and view all the flashcards
Authenticity in Anger
Authenticity in Anger
Signup and view all the flashcards
History of Anger
History of Anger
Signup and view all the flashcards
Culture and Anger
Culture and Anger
Signup and view all the flashcards
Disappointment in Negotiations
Disappointment in Negotiations
Signup and view all the flashcards
Anxiety in Negotiations
Anxiety in Negotiations
Signup and view all the flashcards
Emotional Unpredictability
Emotional Unpredictability
Signup and view all the flashcards
Negotiation Within Culture
Negotiation Within Culture
Signup and view all the flashcards
Openness in Cross-Cultural Negotiations
Openness in Cross-Cultural Negotiations
Signup and view all the flashcards
Cultural Negotiation Strategies
Cultural Negotiation Strategies
Signup and view all the flashcards
Cultural Reactions to Anger
Cultural Reactions to Anger
Signup and view all the flashcards
Gender Differences in Negotiations
Gender Differences in Negotiations
Signup and view all the flashcards
Gender and Negotiation Outcomes
Gender and Negotiation Outcomes
Signup and view all the flashcards
Gender and Negotiation Behavior
Gender and Negotiation Behavior
Signup and view all the flashcards
Reputation in Negotiations
Reputation in Negotiations
Signup and view all the flashcards
Trust in Repeated Negotiations
Trust in Repeated Negotiations
Signup and view all the flashcards
Mediator
Mediator
Signup and view all the flashcards
Arbitrator
Arbitrator
Signup and view all the flashcards
Conciliator
Conciliator
Signup and view all the flashcards
Optimal Conflict Level
Optimal Conflict Level
Signup and view all the flashcards
Authoritarian Management
Authoritarian Management
Signup and view all the flashcards
Integrative Solutions
Integrative Solutions
Signup and view all the flashcards
Trust-Building Actions
Trust-Building Actions
Signup and view all the flashcards
High Conflict Intensity
High Conflict Intensity
Signup and view all the flashcards
Low Conflict Intensity
Low Conflict Intensity
Signup and view all the flashcards
Constructive Conflict Management
Constructive Conflict Management
Signup and view all the flashcards
Study Notes
Defining Conflict
- Conflict is a perceived incompatibility or opposition leading to interaction and disagreement.
- Conflict arises when one party believes another has negatively impacted or will negatively impact something they value.
- Conflict levels vary from subtle disagreements to overt violence.
- Conflict's role in groups/organizations isn't universally positive or negative; different types have different effects.
Types of Conflict
- Task conflict: Disagreements about work content or goals. Can be functional if managed well.
- Relationship conflict: Disagreements stemming from interpersonal relationships. Almost always dysfunctional; increases personality clashes, hinders understanding.
- Process conflict: Disagreements about how work should be done. Often leads to negative outcomes or personal conflicts.
Loci of Conflict
- Dyadic conflict: Conflict between two people.
- Intragroup conflict: Conflict within a group or team. Can be functional if managed constructively. A supportive climate and shared goals are important.
- Intergroup conflict: Conflict between different groups or teams. Often inevitable when groups compete for resources or desired outcomes. Managing intergroup conflict is crucial. Individuals at the periphery within their group sometimes can manage intergroup conflict more effectively if they maintain accountability to their group.
The Conflict Process
- Stage I: Potential Opposition or Incompatibility: Factors causing conflict. This includes communication (misunderstandings), structure (group size, specialization), and personal variables (personality, emotions, values). Potential for conflict increases with either too little or too much communication. Long-term tenure reduces the risk of conflict.
- Stage II: Cognition and Personalization: Potential opposition becomes actualized if a party perceives a negative effect. It moves to felt conflict when emotions (anxiety, tension, frustration) are involved. Conflict issues are defined. Perceptions are shaped by emotions. Positive emotions foster broader problem-solving; negative emotions hinder it.
- Stage III: Intentions: Decisions to act in a specific way. How parties intend to handle the conflict determines the conflict's outcome (competing, collaborating, avoiding, accommodating, compromising).
- Stage IV: Behavior: This is where conflict becomes visible – statements, actions, and reactions. Conflict intensity varies along a continuum from mild disagreement to destructive violence. Open communication and interest-based solutions are crucial.
- Stage V: Outcomes: This phase involves the consequences of actions and reactions.
Negotiation Styles
- Distributive bargaining: Focuses on dividing a fixed resource (e.g., price of a car). It's a win-lose situation.
- Integrative bargaining: Aims for a win-win solution by prioritizing shared gains and exploring each party's interests. Leads to improved relationships and more creative solutions. Integrative strategies are ideal for long-term relations, while distributive strategies can be valuable in later stages.
Individual Differences in Negotiation Effectiveness
- Personality (Big Five/agreeableness), mood/emotions, culture, and gender impact negotiation.
- Agreeable individuals aren't necessarily worse negotiators. Their effectiveness depends on the negotiation situation and their negotiation partner.
- Negotiators with high self-efficacy tend to perform better.
- Emotions, especially negative ones, influence outcomes. However, anger, genuinely expressed, can sometimes lead to concessions.
- Cultural differences affect negotiation styles.
- Gender differences existed but diminished with more experience and clear terms.
Third-Party Negotiations
- Mediator: A neutral facilitator guiding parties toward a solution.
- Arbitrator: A third party with the power to impose a settlement.
- Conciliator: A trusted intermediary who improves communication between negotiators.
Studying That Suits You
Use AI to generate personalized quizzes and flashcards to suit your learning preferences.
Description
This quiz explores the concept of conflict, including its definition, types, and dynamics within groups and organizations. Delve into task, relationship, and process conflicts, as well as the different loci of conflict such as dyadic and intragroup conflicts. Understanding these principles is crucial for effective team management and communication.
