Term
| Thomas model of relationship styles in conflicts of interest |
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Definition
high
Competitive collaborative
focus on
own interests
Avoiding accomodating
low consideration of other's interests High
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Term
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Definition
low focus on own interests
low consideration of other's interests
you withdraw form the conflict: attempt to sweep under the carpet. |
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Term
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Definition
(adversarialism)
high focus on own interests
low on consideration of other's interests
you impose your solution on the problem.
in supply chain: arm's length communication
competitive negotiation
lack of trust
little info sharing
individual transactions, tight controls
maximising own share of beneits
NB adversarial competitive relationship: collaboration at operational level to increase avlue - but competition at commercial level to appropriate as much of value as possible |
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Term
| accommodating (thomas model) |
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Definition
low focus on own interests
high consideration of other's interests
you concede the issue without a fight, to preserve harmony (eg if highly
dependent on relationship, or in poor bargaining position |
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Term
| collaborating (thomas model) |
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Definition
high focus on own interests
high consideration of other's interests
both parties work to find win-win to clearly stated needs
In supply chain: working together to add value (via quality, development, info exchange, operational linkage, shared definition of norms / expectations, relationship - specific adaptations to products / processes) + sharing of added value > mutual benefit |
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