Conflict and Negotiation in the Workplace

A collection of flashcards covering key concepts and terms related to conflict and negotiation in the workplace.

Interpersonal Conflict

A process that begins when one party perceives that another party has negatively affected something that the first party cares about.

Functional Conflict

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

Dysfunctional Conflict

Conflict that hinders group performance and leads to negative outcomes.

Task Conflict

Conflict that focuses on the quality of ideas rather than personal attributes.

Relationship Conflict

Conflict that focuses on the qualities of individuals rather than the quality of their ideas.

Positive Outcomes of Conflict

Better decision making, generates creative thinking, and stronger team cohesion.

Negative Outcomes of Conflict

Lower performance, higher stress, dissatisfaction, and weaker team cohesion.

Conflict Handling Style

The approach a party takes to resolve conflict, varying from forcing to problem solving.

Distributive Negotiation

A negotiation approach that seeks to divide a fixed number of resources, often resulting in a win-lose situation.

Integrative Negotiation

A negotiation approach that focuses on mutual gains and seeks a win-win solution.

BATNA

Best Alternative to a Negotiated Agreement; the best outcome through another course of action if the current negotiation is abandoned.

Emotional Intelligence in Negotiation

The ability to understand and manage emotions in oneself and others, which can influence negotiation success.