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10 Cards in this Set

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  • Back
Conflict
a process that begins when one party perceives that another party has negatively affected or is about to negatively affect, something that the 1st party cares about
Functional Conflict
Conflict that supports the goals of the group and improves its performance
Dysfunctional Conflict
Conflict that hinders group performance
Cognitive Conflict
Conflict that is task-oriented and related to differences in perspectives and judgements
Affective Conflict
Conflict that is emotional and aimed at a person rather than an issue
Negotiation
A process in which 2 or more parties exchange goods and services and try to agree on the exchange rate for them
Distributive Bargaining
Negotiation that seeks to divide up a fixed amount of resources; a win-lose situation
Integrative Bargaining
Negotiation that seeks one or more settlements that can create a win-win solution
BATNA
The best alternative to a negotiated agreement; the outcome an individual faces if negotiations fail
Bargaining Zone
The zone between each party's resistance point, assuming there is overlap in this range