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