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17 Cards in this Set
- Front
- Back
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Functional vs Dysfunctional Conflict
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constructive vs unconstructive conflict
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Antecedents of Conflict (12)
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1 Incompatible personalities/ values
2 Unclear/overlapping job boundaries 3Competition for limited resources 4 Competition 5 Bad Communication 6 Interdependent tasks 7 organizational Complexity 8 Unreasonable/unclear policies standards or rules 9 unreasonable deadline 10 collective decision making 11 unmet expectations 12 unresolved conflicts |
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Desired Outcomes of Conflict (3)
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1 Agreement
2 Stronger Relationships 3 Learning |
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Major forms of conflict
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Personality
Intergroup cross cultural |
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Programmed Conflict
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encourages different opinions without protecting managment's personal feelings
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Dialectic Method
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fostering a debate of opposing viewpoints to better understand an issue
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5 Styles for Handling Dysfunctional
Conflict |
Intergrating (Problem Solving)
Obliging (Smoothing) Dominating (forcing) Avoiding Compromising |
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Alternative Dispute Resolution and Examples
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Resolving conflicts informally
Facilitation Concillation Peer Review Ombudsman Mediation Arbitration |
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Distributive vs Integrative Negotiation
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D: One gains at anothers expense
I: win win |
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Added Value Negotiation Process Steps
(5) |
1 Clarify Interests
2 Identify options 3 Design deal packages 4 Select a deal 5 Perfect a deal |
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Task Conflict
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Differences related to content and goals of work
Moderate is good for performance |
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Personality Conflict is ___ for performance
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Bad
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Major Traps of Negotiation (4)
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1 Settling for too little (winner curse)
2 Settling for terms worse than current situation (agreement bias) 3 Lose lose negotiation 4 Mythical Fixed pie (give and take) |
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Target Aspiration Point
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ideal outcome
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BATNA
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Best Alternative to a negotiated agreement
identify this, do not let others manipulate it |
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Reservation Price
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Point in which one is indifferent to which you achieve agreement or not
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Bargaining Zone
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Zone between sellers reservation price and buyer's reservation price
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