chapter 10 conflict and negotiation

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13 Terms

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What are the two types of conflict mentioned in Chapter 10?
Functional and Dysfunctional.
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What type of conflict improves team performance?
Functional Conflict.
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What does Relationship Conflict involve?
Personal issues among individuals.
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What is Intergroup Conflict characterized by?
Stereotyping and in-group thinking.
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What is Procedural Conflict about?
Disagreement over the process.
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What is Substantive Conflict focused on?
Task-related disputes.
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Name one conflict resolution method that seeks win-win outcomes.
Integrating.
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What does Compromising in conflict resolution refer to?
Finding a middle ground.
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What does the Avoiding conflict resolution method entail?
Ignoring the conflict.
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In conflict resolution, what does Obliging mean?
Giving in to the other party.
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What does Dominating in conflict resolution refer to?
Forcing a solution.
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What is the difference between Distributive and Integrative negotiation?
Distributive is win-lose, while Integrative is win-win.
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What do ZOPA and BATNA stand for?
Zone of Possible Agreement and Best Alternative to a Negotiated Agreement.