Chapter 14: Conflict and Negotiation Flashcards Preview

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Flashcards in Chapter 14: Conflict and Negotiation Deck (27)
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1

conflict

a process that begins when one party perceives that another party has negatively affected or is about to negatively affect something that the first party cares about

2

functional conflict

the conflict that supports the goals of the group and improves its performance

3

dysfunctional conflict

conflict that hinders group performance

4

task conflict

conflict over content and goals of the work

5

relationship conflict

conflict based on interpersonal relationships

6

process conflict

conflict over how work gets done

7

dyadic conflict

the conflict that occurs between two people

8

intragroup conflict

conflict that occurs within a group or team

9

intergroup conflict

conflict between different groups or teams

10

conflict process

a process that has five stages: potential opposition or incompatibility, cognition and personalization, intentions, behavior, and outcomes

11

perceived conflict

awareness by one or more parties of the existence of condtions that create opportunities for conflict to arise

12

felt conflict

emotional involvement in a conflict that creates anxiety, tenseness, frustration, or hostility

13

intentions

decisions to act in a given way

14

competing

a desire to satisfy on's interests, regardless of the impact on the other party to the conflict

15

collaborating

a situation in which the parties to a conflict each desire to satisfy fully the concners of all paties

16

avoiding

the desire to withdraw from or suppress a conflict

17

accommodating

the willingness of one party in a conflict to place the opponent's interests above his or her own

18

compromising

a situation in which each party to a conflict is willing to give up something to resolve the conflict

19

conflict management

the use of resolution and stimulation techniques to achieve the desired level of conflict

20

negotiation

a process in which tw or more parties exhange goods or services and attempt to agree on the exchange rate for them

21

distributive bargaining

negotiation that seeks to divide up a fixed amount of resources, a win-lose situation

22

fixed pie

the belief that there is only a set amount of goods or servies to be divvied up between or among the parties

23

integrative bargaining

negotiation that seeks one or more settlements that can create a win-win situation

24

BATNA

the best alternative to a negotiatied agreement; the least a party in a negotiation should accept

25

mediator

a neutral third party who facilitates a negotiated solution by using reasoning, persuasion, and suggestions for alternatives

26

arbitrator

a third party to a negotiation who has the authority to dictate an agreement

27

conciliator

a trusted third party who provides an informal communication link between the negotiator and the opponent