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10 Cards in this Set
- Front
- Back
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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 1st party cares about
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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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Dysfunctional Conflict
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Conflict that hinders group performance
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Cognitive Conflict
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Conflict that is task-oriented and related to differences in perspectives and judgements
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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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Negotiation
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A process in which 2 or more parties exchange goods and services and try to agree on the exchange rate for them
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Distributive Bargaining
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Negotiation that seeks to divide up a fixed amount of resources; a win-lose situation
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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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BATNA
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The best alternative to a negotiated agreement; the outcome an individual faces if negotiations fail
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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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