Unformatted text preview: rently. A popular stereotype is that women are more cooperative, pleasant, and relationshiporiented in negotiations than are men. The evidence does not support this. The belief that women are “nicer” is probably due to confusing gender and the lack of power typically held by women. (Stuhlmacher & W alters, 1999). 3. Cultural differences in negotiations Negotiating styles clearly vary across national cultures (Adler, 2002). The cultural context of the negotiation significantly influences the amount and type of preparation for bargaining, the emphasis on task versus interpersonal relationships, the tactics used, etc. Self Assessment Questions 4 1. There are __________ general approaches to negotiation 2. __________ bargaining strategy is adopted to create a winwin solution Sikkim Manipal University 173 Conflict Management Unit 12 3. personality traits have no significant ________ effect on the bargaining process or negotiation outcomes 12.6 Summary Conflict occurs whenever disagreements exist in a social situation over issues (work related or personal). Conflict is a process that begins when one party perceives that another party has negatively affected, or is about to negatively affect, something that the first party cares about (Thomas, 1992). Conflict can be either constructive or destructive. Constructive conflict prevents stagnation, stimulates creativity, allows tensions to be released. However, excessive levels of conflict can hinder the effectiveness of a group or an organization, lessens satisfaction of group members, increases absence and turnover rates, and, lowers productivity. Functional, constructive forms of conflict support the goals of the group and improve its performance. Conflicts that hinder group performance are dysfunctional or destructive forms of conflict. Task conflict relates to the content and goals of the work. Lowtomoderate levels of task conflict are functional and consistently demonstrate a positive effect on group performance because it stimulates discussion, improving group performance. Relationship conflict focuses on interpersonal relationships. These conflicts are almost always dysfunctional and the friction and interpersonal hostilities inherent i...
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- Fall '10
- Management, Manipal University, Sikkim Manipal University