Chapter 10 - I II III Managing Conflict and Negotiations...

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Managing Conflict and Negotiations I. Conflict : occurs when one party perceives that its interests are being opposed or negatively affected by another party A. Organizations can have too little or too much conflict, both bad B. Functional conflict : referred to as constructive or cooperative conflict, characterized by consultative interactions, focus on the issues, mutual respect, useful give-and-take C. Dysfunctional conflict : disagreements that threaten or diminish an organization’s interests D. Conflict escalation often exhibits 5 characteristics: 1. Tactics change 2. Number of issues grows 3. Issues move from specific to general 4. Number of parties grows 5. Goals change E. People avoid conflict to fear harm to themselves, fear of rejection/loss of relationships, anger, desire not to be seen as selfish, fear of failure, fear of getting what you want F. Desired outcomes of conflict management: 1. Agreement 2. Stronger relationships 3. Learning G. Personality conflict : interpersonal opposition based on personal dislike or disagreement H. Conflict states : shared perceptions among team members about the target and intensity of the conflict I. Conflict processes:
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