bad302_exam3_studyguide_S04 - BAD 302, Exam 3 Study Guide...

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BAD 302, Exam 3 Study Guide Chapter 8: Conflict and Negotiation What is conflict? A process that begins when one party that another has or is going to affect something that the first party cares about. Is conflict good or bad? Traditional view vs. Interactionist view Traditional : During 1940’s it was believed managers should suppress conflict because it’s detrimental to the work place. During 1970’s the human relations view emerged. This view said conflict is unavoidable and should be accepted. Interacionist : Conflict can be both good and bad There are situations when conflict is good -Idea Sharing -Safety or well-being -Interpretation of laws List six Benefits of conflict -Can lesson social tensions -Can lead to resource re-allocation -Can motivate you to seek adaptive change -Gives feedback about organizational structure -Can provide greater self understanding -Can serve as a red flag List and describe the five Conflict handling intensions -When conversation takes place -How heated the conversation is -Intensity of conflict and how you approach it -Level of commitment to the project or relationship -Ability to focus conversation on issues at hand and not on power struggle What is conflict management? The trick is: rather than suppress conflict, aim to manage conflict. There is a curvilinear relationship: with 0 conflict there are poor decisions made and with very high conflict (10 on the scale) poor decisions are made. You must be somewhere in the middle. Conflict Management Techniques Competing – assertive but uncooperative o Good idea if it is something really important to you and your fundamental beliefs Avoiding – uncooperative, unassertive, and avoid conflict all together o Good idea when no good will come out of it Accommodating – relatively unassertive, cooperative (you give in) o Good idea: If you know you are wrong It is more important to the other person than to you Norm of reciprocity – if you give in once, then the next time the other person will give in Compromise – come to an agreement where each party gives up something o Good idea if the issue is important to both and there is no way to broaden the issue Example: buying a house or car Collaborating – everyone wins Define Negotiation Distributive vs. Integrative bargaining See exhibit 8-5 on page 214 of your book or chapter 8 power point slides. 1
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BAD 302, Exam 3 Study Guide Example of an integrative characteristic is buying a car with cash. One person gets cash and the other person gets car for less money. Did a Conflict and Negotiation Exercise in class. You were either a manager or an interviewee. Goal was to maximize the number of points that you receive. The purpose was to examine your skills as a negotiator. 5 stages to the negotiation process
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This note was uploaded on 06/11/2008 for the course BAD 302 taught by Professor Sugi during the Spring '08 term at Arizona.

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bad302_exam3_studyguide_S04 - BAD 302, Exam 3 Study Guide...

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