Negotiation & Conflict Flashcards

Flashcards about Negotiation and Conflict based on lecture notes.

Define Conflict

Conflict arises when one party perceives their interests are opposed or negatively affected by another party and is ultimately based on perceptions.

What is the Traditional View of Conflict?

The traditional view holds that all conflict is harmful and must be avoided.

What is the Interactionist View of Conflict?

The interactionist view proposes that conflict encourages progress and prevents groups from becoming stale. Functional conflict improves group performance, while dysfunctional conflict hinders it.

What is Task Conflict?

Involves disagreements about work content and goals, often benefiting from leader intervention.

What is Relationship Conflict?

Arises from interpersonal clashes, often resolved by finding common ground.

What is Process Conflict?

Concerns how the work is done, often clarified by defining roles and unique contributions.

What is Dyadic Conflict?

Conflict between two individuals.

What is Intragroup Conflict?

Conflict within a group or team.

What is Intergroup Conflict?

Conflict between different groups or teams.

What are potential sources of opposition in Stage 1 of the Conflict Process?

Communication barriers, structural issues like group size and diversity, and personal variables such as personality and emotionality.

Describe Stage 2: Cognition and Personalization in the Conflict Process

The stage where conflict becomes personalized through cognition and emotions, leading to perceived and felt conflict.

What are five ways to respond to conflict in Stage 3: Intentions?

Competing, Collaborating, Avoiding, Accommodating, and Compromising

What is Collaborating/Problem Solving?

An approach that seeks solutions beneficial for both parties; a win-win orientation.

What is Competing/Forcing?

An approach that aims to win at the other's expense; a win-lose orientation.

What is Avoiding?

An approach that avoids conflict situations altogether.

What is Accommodating/Yielding?

An approach that yields to the other side's wishes, neglecting one's own interests.

What is Compromising?

An approach that seeks a middle ground where losses are offset by gains.

What are functional outcomes of conflict?

Improved decision quality, stimulated creativity, and acceptance of change.

What are dysfunctional outcomes of conflict?

Reduced group effectiveness and cohesiveness; potential destruction of the group.

Define Negotiation

Whenever two or more conflicting parties attempt to resolve their divergent goals by redefining the terms of their interdependence.

What is Integrative Bargaining Strategy?

Seeks one or more settlements that create a win-win solution.

What is Distributive Bargaining Strategy?

Seeks to divide up a fixed amount of resources; a win-lose situation.

Why are concessions important in negotiation?

They enable the parties to move toward the area of potential agreement, symbolize each party's motivation to bargain in good faith, and tell the other party of the relative importance of the negotiating items.

What is the Resistance Point?

The point beyond which the team will make no further concessions.

What is the Target Point?

The realistic goal or expectation for a final agreement.

What is the Initial Offer Point?

The opening offer to the other party.

What is the Anchoring Effect?

Tendency to give too much weight to first number put on the table and then inadequately adjust from that point.

What is the Resistance/Reservation Point?

The point at which you are indifferent to whether you achieve a negotiated agreement or walk away.

What is a BATNA (Best Alternative To a Negotiated Agreement)?

Estimates your power in the negotiation and represents the estimated cost of walking away from the relationship.

What does Integrative Negotiation focus on?

Focus on commonalties rather than differences, address needs and interests, and commit to meeting the needs of all involved parties.

Why is gathering information important in negotiations?

Information is the cornerstone of effective value creation. Listen closely to the other party, ask for details, and look beyond the opponent's stated justifications to the unstated motivation for their claims.

What are the 4 Hallmarks of a Good Negotiation?

Value is created, Value is claimed, Other party feels good, Protected or enhanced the negotiation relationship