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Final Review Question 14-18

Final Review Question 14-18 - Final Exam CHAPTER 14-18...

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Final Exam CHAPTER 14-18 REVIEW QUESTIONS Ch 14 1. What is conflict? Conflict is a process that begins when one party perceives another party has or is about to negatively affect something the first party cares about. There are different types of views about conflict, traditional, interactionist, or managed conflict view. 2. Traditional view is that conflict is bad and results from lack of openness and trust between people, failure of managers to be responsive to the needs and aspirations of their employees. Fails to recognize that some conflict is inevitable. Interactionist view is that some conflicts are functional/dysfunctional and encourages conflict because it is necessary for a group to perform effectively. Managed conflict view is that instead of encouraging good or bad conflict, it is important to resolve naturally occurring conflicts productively. 3. The steps of the conflict process has five stages: potentially opposition or incompatibility, cognition and personalization, intentions, behavior, and outcomes. a. Stage 1: potential opposition or incompatibility-communication, structure, personal variables b. Stage 2: cognition and personalization-perceived conflict, felt conflict c. Stage 3: intentions: conflict handling intentions (competing, collaborating, compromising, avoiding, accommodating) d. Stage 4: Behavior-overt conflict-party’s behavior, other’s reaction e. Stage 5: outcomes-increased group performance, decreased group performance 4. Negotiation is a process in which two or more parties exchange goods or services and attempt to agree on the exchange rate for them. It occurs when two or more parties decide how to allocate scarce resources. There are 2 general approaches to bargaining-distributive bargaining and integrative bargaining. 5. Distributive bargaining seeks to divide up a fixed amount of resources. It is a win- lose situation. It focuses on positions , has low information sharing, and short- term duration of relationship. It sees negotiation as who gets what share of a fixed pie, that there is only a set amount of goods/services to be divvied up between parties. On the other hand, integrative bargaining sees the pie as expanding it so both parties are satisfied. It is a win-win situation, focuses on interests not positions, has high information sharing, and focuses on long term duration of relationship. 6. 5 steps negotiation process include: a. step 1: Preparation and planning-finding out nature of the conflict, history leading up to it, who is involved, the goals, etc. b. step 2: definition of ground rules-begin defining with the other party the ground rules and procedures of negotiation itself (who will do negotiating, where it will take place, time constraints, etc) c. step 3: clarification and justification-both you and other party will explain and justify original demands. It is time to inform each other on issues, why they are important.
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d. Step 4: bargaining and problem solving-give-and-take to hash out agreements e. Step 5: closure and implementation-formalizing the agreement and
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