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13 Cards in this Set
- Front
- Back
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Affective conflict
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Conflict that is emotional and aimed at a person rather than an issue.
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Arbitrator
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A third party to a negotiation who has the authority to dictate an agreement.
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Bargaining zone
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The zone between each party’s resistance point, assuming there is overlap in this range.
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BATNA
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- The best alternative to a negotiated agreement; the outcome an individual an individual faces if negotiations fail.
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Cognitive conflict
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Conflict that is task-oriented and related to differences in perspectives and judgments.
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Conciliator
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- A trusted third party who provides an informal communication link between the negotiator and the opponent
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Conflict
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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.
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Distributive bargaining
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Negotiation that seeks to divide up a fixed amount of resources; a win-lose solution.
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Dysfunctional conflict
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Conflict that hinders group performance.
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Functional conflict
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Conflict that supports the goals of the group and improves its performance.
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Integrative bargaining
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Negotiation that seeks one or more settlements that can create a win-win solution.
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Mediator
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A neutral third party who facilitates a negotiated solution by using reasoning, persuasion, and suggestions for alternatives.
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Negotiation
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A process in which two or more parties exchange goods or services and try to agree upon the exchange rate for them.
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