Organizational Behavior - Conflict and Negotiation

Flashcards on Conflict and Negotiation, covering types of conflict, the conflict process, bargaining strategies, individual differences, social factors, and third-party negotiations.

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.

Functional Conflict

Conflict that supports the goals of the group and improves its performance.

Dysfunctional Conflict

Conflicts that hinder group performance; destructive forms of conflict.

Dyadic Conflict

Conflict between two people.

Intragroup Conflict

Conflict that occurs within a group or team.

Intergroup Conflict

Conflict between groups or teams.

Task Conflict

Conflict related to the content and goals of the work.

Relationship Conflict

Conflict that focuses on interpersonal relationships.

Process Conflict

Conflict about how the work gets done.

Perceived Conflict

Awareness by one or more parties of the existence of conditions that create opportunities for conflict.

Felt Conflict

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

Conflict Management

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

Negotiation

A process in which two or more parties exchange goods or services and attempt to agree upon the exchange rate for them.

Distributive Bargaining

Negotiation that seeks to divide up a fixed amount of resources; a win-lose situation.

Integrative Bargaining

Negotiation that seeks one or more settlements that can create a win-win solution.

Anchoring Bias

A cognitive bias that describes the common human tendency to rely too heavily on the first piece of information offered (the "anchor") when making decisions.

Reputation

The way other people think and talk about you.

Mediator

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

Arbitrator

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

Conciliator

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

BATNA

Best Alternative To a Negotiated Agreement; the least acceptable value one would accept in a negotiation.