Chapter 14 - Conflict & negotiation

@@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.

Three types of conflict * @@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.
Three types of conflict loci * @@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. * Stage 1: Potential opposition or incompatibility * Stage 2: Cognition and personalization * $Perceived conflict$ : awareness by one or more parties of the existence of conditions that create opportunities for conflict to arise. * $Felt conflict$ : emotional involvement in a conflict that creates anxiety, tenseness, frustration or hostility. * Stage 3: Intentions * $Intentions$ : decisions to act in a given way. * $Competing$ : desire to satisfy one’s interests, regardless of the impact on the other party to the conflict. * $Collaborating$ : situation in which the parties in a conflict each desire to satisfy fully the concerns of all parties. * $Avoiding$ : desire to withdraw from or suppress a conflict. * $Accommodating$ : willingness of one party in a conflict to place the opponent’s interests above their own. * $Compromising$ : situation in which each party to a conflict is willing to give up something. * Stage 4: Behavior * $Conflict management$ : use of resolution and stimulation techniques to achieve the desired level of conflict. * Stage 5: Outcomes

The conflict process

@@Negotiation@@: process that occurs when two or more parties decide how to allocate scarce resources.
Bargaining strategies * @@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.
The negotiation process * @@Preparation and planning@@ * $BATNA$ : the best alternative to a negotiated agreement; the least the individual should accept. * @@Definition of ground rules@@ * @@Clarification and justification@@ * @@Bargaining and problem-solving@@ * @@Closure and implementing@@
Third-party negotiations * @@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.