ECE _ DSST Organizational Behavior

Group members provides the medium through which

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Unformatted text preview: group members, provides the medium through which problems can be aired and tensions released, and fosters and environment of self-evaluation and change. Evidence suggests that conflict can improve the quality of decision making by allowing all points, particularly the ones that are unusual or held by a minority, to be weighed in group decisions. Dysfunctional conflict is conflict that hinders group performance. The destructive consequences of conflict on a group or organization’s performance are generally well known. Uncontrolled opposition breeds discontent, which acts to dissolve common ties, and eventually leads to the destruction of the group. Among the more undesirable consequences is a retarding of communications and reductions in group cohesiveness. Negotiation is a process in which two or more parties exchange goods or services and attempt to agree upon the exchange rate for them. Negotiation permeates the interactions of almost everyone in groups and organizations. There are the obvious negotiations, where labor bargains with management and the subtle negotiations where a worker agrees to answer a colleague’s phone for a few minutes in exchange for some past or future benefit. Distributive bargaining is a win-lose type of negotiation that seeks to divide up a fixed amount of resources. The most widely cited example of distributive bargaining is in labor-management negotiations over wages. Typically, labor’s representatives come to the bargaining table determined to get as much money as possible out of management. Since every cent more that labor negotiates increases management costs, each party bargains aggressively and treats the other as an opponent who must be defeated. Integrative bargaining is a negotiation that seeks one or more settlements that can create a win-win solution. In terms of intraorganizational behavior, integrative bargaining is preferable to distributive bargaining. This is because the former builds long-term relationships and facilitates working together in the future. It bonds negotiators and allows each to leave the bargaining table feeling he or she has achieved a victory. Before one starts negotiating, they need to do their homework, which involves lots of preparation . During this first stage of the negotiation process, goals should be put into writing and a range of acceptable outcomes should be developed. It’s also helpful to assess what the goals are of the other party in the negotiation. This information should be used to develop a strategy. Like a chess match, expert negotiators have a strategy. They know ahead of time how they will respond to any given situation. The second step of the negotiation process is to begin defining the ground rules and procedures with the other party over the negotiation itself. Some examples are “Who will do the negotiating?”, “What time constraints, if any, will apply?”, "Will there be a specific procedure to follow if an impasse is reached?” During this phase, the parties also exchange their initial proposals or demands....
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group members provides the medium through which problems...

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