Chapter 14 - Conflict & negotiation

Arbitrator

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

BATNA

________: the best alternative to a negotiated agreement; the least the individual should accept.

Mediator

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

Integrative bargaining

________: negotiation that seeks one or more settlements that can create a win /win solution.

Conciliator

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

Felt

________ conflict: emotional involvement in a conflict that creates anxiety, tenseness, frustration or hostility.

Intra

________- group conflict: conflict that occurs within a group or team.

Consultant

________: impartial third party, skilled in conflict management, who attempts to facilitate creative problem solving through communication and analysis.

Intentions

________: decisions to act in a given way.

Negotiation

________: process that occurs when two or more parties decide how to allocate scarce resources.

Distributive bargaining

________: negotiation that seeks to divide up a fixed amount of resources; a win /lose situation.

Conflict management

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

Conflict

________: 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.

Conflict

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

Traditional view of conflict

Belief that all conflict is harmful and must be avoided

Interactionist view of conflict

Belief that conflict is not only a positive force in a group but that it is also an absolute necessity for a group to perform effectively

Functional conflict

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

Dysfunctional conflict

Conflict that hinders group performance

Task conflict

Conflict over content and goals of the work

Relationship conflict

Conflict based on interpersonal relationships

Process conflict

Conflict over how work gets done

Dyadic conflict

Conflict that occurs between two people

Intra-group conflict

Conflict that occurs within a group or team

Inter-group conflict

Conflict between different groups or teams

Conflict process

Process that has five stages potential opposition or incompatibility, cognition and personalization, intentions, behavior and outcomes

Negotiation

Process that occurs when two or more parties decide how to allocate scarce resources

Distributive bargaining

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

Fixed pie

Belief that there is only a set amount of goods or services to be divvied up between the parties

Integrative bargaining

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

Negotiation process

Preparation and planning, definition of ground rules, clarification and justification, bargaining and problem-solving, closure and implementing

Mediator

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

Arbitrator

Third party to a negotiation who has the authority to dictate an agreement

Conciliator

Trusted third party who provides an informal communication link between the negotiator and the opponent

Consultant

Impartial third party, skilled in conflict management, who attempts to facilitate creative problem solving through communication and analysis