chapter 10 conflict and negotiation

Chapter 10: Conflict & Negotiation

Types of Conflict

• Functional: Helps improve performance.

• Dysfunctional: Harms team effectiveness.

• Relationship Conflict: Personal issues.

• Intergroup Conflict: Stereotyping, in-group thinking.

• Procedural Conflict: Disagreement over process.

• Substantive Conflict: Task-related disputes.

Conflict Resolution Methods

• Integrating: Win-win collaboration.

• Compromising: Middle ground.

• Avoiding: Ignoring the conflict.

• Obliging: Giving in.

• Dominating: Forcing a solution.

Negotiation

• Distributive: Win-lose.

• Integrative: Win-win.

• ZOPA/BATNA: Zone of possible agreement / Best alternative to a negotiated agreement.