Chapter 14 - Conflict And Negotiation

Front 1

conflict

Back 1

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.

Front 2

traditional view of conflict

Back 2

The belief that all conflict is harmful and must be avoided.

Front 3

interactionist view of conflict

Back 3

The belief that conflict is not only a positive force in a group but also an absolute necessity for a group to perform effectively.

Front 4

functional conflict

Back 4

Conflict that supports the goals of the group and improves its performance.

Front 5

dysfunctional conflict

Back 5

Conflict that hinders group performance.

Front 6

task conflict

Back 6

Conflict over content and goals of the work.

Front 7

relationship conflict

Back 7

Conflict based on interpersonal relationships.

Front 8

process conflict

Back 8

Conflict over how work gets done

Front 9

conflict process

Back 9

A process that has five stages: potential opposition or incompatibility, cognition and personalization, intentions, behavior, and outcomes.

Front 11

perceived conflict

Back 11

Awareness by one or more parties of the existence of conditions that create opportunities for conflict to arise.

Front 12

felt conflict

Back 12

Emotional involvement in a conflict that creates anxiety, tenseness, frustration, or hostility.

Front 13

intentions

Back 13

Decisions to act in a given way.

Front 14

competing

Back 14

A desire to satisfy one’s interests, regardless of the impact on the other party to the conflict.

Front 15

collaborating

Back 15

A situation in which the parties to a conflict each desire to satisfy fully the concerns of all parties.

Front 16

avoiding

Back 16

The desire to withdraw from or suppress a conflict.

Front 17

accommodating

Back 17

The willingness of one party in a conflict to place the opponent’s interests above his or her own.

Front 18

compromising

Back 18

A situation in which each party to a conflict is willing to give up something.

Front 19

negotiation

Back 19

A process in which two or more parties exchange goods or services and attempt to agree on the exchange rate for them.

Front 20

distributive bargaining

Back 20

Negotiation that seeks to divide up a fixed amount of resources (fixed pie); a win–lose situation.

Front 21

fixed pie

Back 21

The belief that there is only a set amount of goods or services to be divvied up between the parties.

Front 22

integrative bargaining

Back 22

Negotiation that seeks one or more settlements that can create a win–win solution.

Front 23

BATNA

Back 23

The best alternative to a negotiated agreement; the least the individual should accept.

Front 24

mediator

Back 24

A neutral third party who facilitates a negotiated solution by using reasoning, persuasion, and suggestions for alternatives.

Front 25

arbitrator

Back 25

A third party to a negotiation who has the authority to dictate an agreement.

Front 26

conciliator

Back 26

A trusted third party who provides an informal communication link between the negotiator and the opponent.