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Ch. 14 Flashcards
Conflict and Negotiation
26
Business
Undergraduate 2
05/12/2014

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Term
Conflict
Definition
A process that begins when one party percieves that another party has negatively affected, or is about to negatively affect, something that the first party cares about
Term
traditional view of conflict
Definition
the belief that all conflict is harmful and must be avoided
Term
interactionist view of conflict
Definition
the belief that conflict is not only a positive force in a group but also an absolute nexessity for a group to perform effectively
Term
functional conflict
Definition
conflict that supports the goals of the group and improves its performance
Term
dysfuncional conflict
Definition
conflict that hinders group performance
Term
task conflict
Definition
conflict over the content an goals of the work
Term
relationship conflict
Definition
conflict based on interpersonal relationships
Term
process conflict
Definition
conflict over how work gets done
Term
conflict process
Definition
a process that has five stages: potential opposition or incompatibility, cognition and personalization, intentions, behavior and outcomes
Term
perceived conflict
Definition
awareness by one or more parties of the existence of conditions that create opportunities for conflict to arise
Term
felt conflict
Definition
emotional involvement in a conflict that creates anxiety, tenseness, frustation, or hostility
Term
intentions
Definition
decisions to act in a given way
Term
competing
Definition
a desire to satisfy one's interestm regardless of the impact on the other party to the conflict
Term
collaborating
Definition
a situation in which the parties to a conflict each desire to satisfy fully the concerns of all parties
Term
avoiding
Definition
the desire to withdraw from or suppress a conflict
Term
accommodating
Definition
the willingness of one party in a conflict to place the opponent's interests above his or her own
Term
compromising
Definition
a situation in which each party to a conflict is willing to give up something
Term
conflict management
Definition
the use of resolution and stimulation technique to achieve the desired level of conflict
Term
negotiation
Definition
a process in which two or more parties exchange good or services and attempt to agree on the exchange rate for them
Term
distributive bargaining
Definition
negotiation that seeks to divide up a fixed amount of resources; a win-lose situation
Term
fixed pie
Definition
the belief that there is only a set amount of goo or services to be divvied up between the parties
Term
integrative bargaining
Definition
negotiation that seeks one or more settlements that can create a win-win solution
Term
BATNA
Definition
the best alternative to a negotiated agreement; the least the individual should accept
Term
mediator
Definition
a neutral third party who facilitates a neogtiated solution by using reasoning and suggestions for alternatives
Term
arbitrator
Definition
a third party to a negotiation who has the authority to dictate an agreement
Term
conciliator
Definition
a trusted third party who provides an informal communication link between the negotiator and the opponent
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