Term
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Definition
| diagnostic process, interpersonal styles and negot strats to avoid conflict |
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Term
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Definition
withing and individual and usually involes form of goal, cognition of affective conflict. triggered when not get desired results.
approach-approach:must choose between 2+ alts, both good
avoidance-avoidance: choose 2+ all of which bad
approach-avoidance: decide what to do when good and bad |
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Term
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Definition
| when 2+ppl perceive attitudes in opposition |
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Term
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Definition
| asked to act in a way incompatible with focus |
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Term
| intrasender role conflict |
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Definition
| different messages don't go together (fast cheaper) |
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Term
| intersender role conflict |
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Definition
| messages from one manager, oppose another |
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Term
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Definition
| role pressures in 1 group make incompatible of role pressures of another group |
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Term
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Definition
| role requirements are incompatible w personal attitudes |
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Term
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Definition
| uncertainty and lack of clairty abbout a single role. causes stress, hostile comm, withdrawing |
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Term
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Definition
| disputes among some memebers which affects dynamics |
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Term
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Definition
disputes between groups
perceived goal imcompatilibty
perceived differentiation
task interdependency
limited resources |
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Term
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Definition
high levels cooperatition, assertive behavior, win win approach. tends to:
see conflict as natural
exhibit trust
recognize when conflict is resolved |
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Term
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Definition
| intermediate level of cooperation. give and take |
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Term
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Definition
| assertive uncooperative, win lose approach |
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Term
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Definition
| cooperation and unassertive, may be percieved and weak and submissive |
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Term
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Definition
| unassertive and uncooperative, stay away from conflict |
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Term
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Definition
| have common and conflicting goals who discuss proposals. make deicisons about combined goals, peaceful means for disputes, no clear method for making decision |
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Term
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Definition
assessing the situation (BATNA) best alternative to a negotiated agreement, absolute bottom line
establishing and agreeing on process
negotiating substantive agreement
implementing the agreement |
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Term
| distributive negotiations |
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Definition
win-lose strategy.
i want it all: first offer extreme
time: limited time offer
good cop, bad cop:
ultimatums: try to force, take it or leave it |
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Term
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Definition
| joint problem solving to ahcieve results that benefit both parties win-win. |
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Term
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Definition
prescribed ways in which parties should negoatiate.
separate ppl from problem
focus on interests, not positions
invent options for mutual gains
insist on using objective criteria |
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Term
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Definition
| process by which the parties seek to estaiblish feelings and relationships |
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Term
| intraorganizational negotiations |
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Definition
| building concensus for agreement and resolving conflict before dealing w other groups negotiators |
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Term
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Definition
| tactics of self gain tend to restrain moves to create better mutual gain. if both use distributive, then mutual benefit eliminated |
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Term
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Definition
ensure mutual motivation
achive balance of power
coord confrontation efforts
promote open dialogue
mantain opt level tension |
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Term
| emotional intelligence for negotiations |
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Definition
self awareness
self motivation
social empathy
social skills |
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Term
| across culture negotiations |
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Definition
dealing with peoople
time
managing issues
comm process
developing relationships |
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