Chapter 15: Conflict
negotiation
A process in which two or more interdependent individuals or groups, who perceive that they have both common and conflicting goals, state and discuss proposals, and preferences for specific terms of a possible agreement.
a and d
Distributive negotiations are characterized by which among the following? Forcing Focus on interests Objective criteria Compromise
perceived goal incompatibility
Goal incompatibility is probably the greatest source of intergroup conflict. The potential conflicts between marketing and manufacturing are significant in many organizations because some of the goals for these two functions may be at odds. For example, at Jostens—a provider of class rings, yearbooks, and the like—one of the top marketing goals that will help maximize sales (for which bonuses and commissions are received) is to satisfy the unique requests of customers.
integrative negotiations
Involves joint problem solving to achieve results that benefit both parties. try to get win-win
collaborating, compromising, forcing, accommodating, and avoiding.
The five styles for handling interpersonal conflict are...
perceived differentiation
The greater the number of ways in which groups see themselves as different from each other (e.g., the Gen Y generation versus Gen X), the greater the potential for conflicts between them. These differences may actually be sources of strength, such as the specialized expertise and insights that those from different functions and backgrounds contribute to achieve the organization's goals.
true
True or False?: One or more of the three types of conflict can occur simultaneously
true
True or False?: Task conflict is not beneficial if parties are simultaneously experiencing high levels of relationships conflict
forcing
Use __________ Style When Emergencies require quick action Unpopular actions required Self-protective action needed
avoiding
Use _____________- Style When Issue is minor Insufficient information to deal with the conflict Low power relative to the other person Others can resolve the conflict more effectively
accommodating
Use _______________ Style When Defusing explosive situation Short-run harmony needed Fundamental personality conflict
collaborating
Use ________________ Style When: Cooperation is needed Parity in power Potential exists for mutual benefits Time and energy available
interpersonal, intragroup, intergroup
What are the primary levels of conflict in organizations?
Intrasender, Intersender, interrole, Person-role
What are the types of role conflict?
b
Which among the following occurs when role requirements are incompatible with the focal person's attitudes, values, or views? Intersender role conflict Person-role conflict Interrole conflict Intrasender role conflict
collaborating
You have this type of interpersonal style if you are assertive and cooperative
forcing
You have this type of interpersonal style if you are assertive and uncooperative
accomodating乐于助人的
You have this type of interpersonal style if you are unassertive and accomodating
avoiding
You have this type of interpersonal style if you are unassertive and uncooperative
mediation
a process by which a third party helps two (or more) other parties resolve one or more conflicts.
conflict
a process in which one party (person or group) perceives that its interests are being opposed or negatively affected by another party
process conflicts
conflicts that focus on the logistics of task accomplishment and include disagreements over delegating tasks, assigning responsibilities, and creating timelines for task completion. 再分配任务的过程中,而不是关于人物本身
relationship conflict
focus on interpersonal issues and involve disagreements based on personality differences or differences in norms and values
relationship conflicts
focus on interpersonal issues and involve disagreements based on personality differences or differences in norms and values.
task conflicts
focus on substantive issues and involve disagreements about the content of the work.
integrative negotiation 综合谈判
involve joint problem solving to achieve results that benefit both parties. With this strategy, the parties identify mutual problems, identify and assess alternatives, openly express preferences, and jointly reach a mutually acceptable solution.
intraorganizational negotiations
involve negotiators building consensus for agreement and resolving intragroup conflict before dealing with the other group's negotiators. Groups often negotiate through representatives.
distributive negotiations
involve traditional win-lose situations in which one party's gain is the other party's loss.
negotiatior's dilemma
is a situation in which the tactics of self-gain tend to restrain moves to create greater mutual gain.
role set
is the group of role senders that directly affect the focal person. boss and coworker are role set
attituding structuring
is the process by which the parties seek to establish feelings and relationships
role
is the set of interconnected tasks and behaviors that others expect a person to perform.
intrasender role conflict
may occur when different messages and pressures from a single member of the role set are incompatible, for example, when a manager wants a routine goal achieved more quickly, at a lower cost, and with higher quality.
interrole conflict
may occur when role pressures associated with membership in one group are incompatible with pressures stemming from membership in other groups. 2个group conflict College friends may want you to go out to have fun on a Thursday night and you want to do so, but the members of your study group for a certain course want you to join them to help prepare for a major exam on Friday and you want to do that also.
person-role conflict
may occur when role requirements are incompatible with the focal person's own attitudes, values, or views of acceptable behavior.( personality problem) For example, the demands imposed on McBroom were incompatible with her values and attitudes.
intersender role conflict
may occur when the messages and pressures from one role sender oppose messages and pressures from one or more other senders. For example, the top leaders of GM, prior to filing for bankruptcy, experienced this role conflict from a variety of individuals who represented the United Auto Workers, the U.S. federal government, bondholders, major shareholders, creditors, and others.
role conflict
occurs when a focal person is pressured by role senders to respond and behave in ways that are incompatible with his or her preferences
interpersonal conflict
occurs when two or more individuals perceive that their attitudes, behaviors, or preferred goals are in opposition.
intragroup conflict
refers to disputes among some or all of a group's members, which often affect a group's dynamics and effectiveness. family-run business among family members group 内部矛盾
intergroup conflict
refers to opposition, disagreements, and disputes between groups or teams. common source goal incompatibility differentiation task interdependency limited resources
task interdependency
refers to the interrelationships required between two or more groups to achieve their goals. For example, sales needs manufacturing to produce the required products on a timely and cost-effective basis. Manufacturing needs sales to generate sales of those products that it is able to produce.
conflict management
the diagnostic processes, interpersonal styles, and negotiation strategies that are designed to avoid unnecessary conflict and reduce or resolve excessive conflict
role ambiguity
the uncertainty and lack of clarity surrounding expectations about a single role.
task
this conflict is beneficial but only at moderate (not high) levels