1761427
Description
Flashcards by Anita Barryman, updated more than 1 year ago
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Created by Anita Barryman
over 9 years ago
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| Question | Answer |
| Conflict | When 'A' perceives that 'B' has, or is about to, negatively affect something 'A' cares about |
| Functional Conflict | Conflict that supports the goals of the group and improves its performance |
| Dysfunctional Conflict | Conflict that hinders group performance |
| Cognitive Conflict | Conflict that is task-oriented and related to differences that perspectives and judgements |
| Affective Conflict | Conflict that is emotional and aimed at a person rather than an issue |
| How to Manage Conflict | -Problem Solving - Developing overarching goals -Smoothing -Compromising -Avoidance |
| Councilator | A trusted 3rd party who provides an informal communication link between the negotiator and the opponent |
| Mediator | A neutral 3rd party who facilitates a negotiated solution by using reasoning, persuasion and suggestions for alternatives |
| Arbitrator | A 3rd party to a negotiation who has the authority to dictate an agreement |
| 3 Desired outcomes for conflict | -Agreement -Stronger relationships -Learning |
| Distributive Bargaining | Negotiation that seeks to divide up a fixed amount of resources; a win-lose solution |
| Integrative Bargaining | Negotiation that seeks one or more settlements that can create a win-win solution |
| BATNA | Best Alternative To a Negotiated Agreement; the outcome an individual faces if negotiations fail |
| Bargaining Zone | The zone between each party's resistance point, assuming there is overlap in this range |
| Two contemporary issues in negotiation | -Gender Differences -Cultural Differences |
| Dual Concern Theory | Considers how one's degree of cooperativeness and assertiveness determine how a conflict is handled |
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