Conflict
Two of the three Loci of Conflict.
-Dyadic
-Intergroup
-Intragroup
(any two are acceptable)
The first stage of the negotiation process.
Preparation and Planning
The two types of bargaining
Distributive
Integrative
Two types of factors that influence negotiations
Individual Differences
Social Factors
Name and describe one of the Loci of Conflict
Dyadic Conflict – conflict between two people
Intragroup Conflict – occurs within a group or a team
Intergroup Conflict – occurs between groups or teams
(any one of these)
Another word for negotiation.
Bargaining
Type of bargaining that is based on win-win motivation.
Integrative
1/4 individual differences that affect negotiations.
(+50 bonus points for each additional one if you name more than 1/4)
4 factors influence how effectively individuals negotiate: personality, mood/emotions, culture, and gender (ANY ONE)
The three types of conflict, describe one of them.
Relationship Conflict – interpersonal relationships
Task Conflict – the content and goals of the work
Process Conflict – how the work gets done
5 stages of the negotiation process.
(they don't have to be in order for this one)
1. Preparation and Planning
2. Defining ground rules
3. Clarification and Justification
4. Bargaining and Problem Solving
5. Closure and Implementation
Length of a distributive bargaining relationship vs. integrative bargaining relationship
Distributive-short
Integrative-long
Two social factors that influence negotiations
Reputation
Relationships
The difference between perceived and felt conflict (for the second stage of the conflict process).
Perceived conflict: Awareness by one or more parties of the existence of conditions that create opportunities for conflict to arise
Felt conflict: Emotional involvement in a conflict that creates anxiety, tenseness, frustration, or hostility
The # and purpose of the clarification and justification stage.
#3
Purpose is for parties to explain, justify, and clarify their positions.
AND/OR (acceptable answers)
For parties to educate each other on the reasoning behind their demands
Main difference between distributive and integrative bargaining.
Distributive bargaining goal: Get as much of the pie as possible and/or get the most of the fixed amount of resources
Integrative Bargaining goal: Expand the pie so that both parties are satisfied and/or negotiation that seeks one or more settlements
OR
Distributive: win-lose
Integrative: win-win
Role of relationships in negotiations
-Repeated negotiations build relationships
-In which, individuals base negotiations on what is good for the relationship (not just themselves)
-Better relationships=more trust=more problem solving=more integrative approach
The five stages of the conflict process, in order.
The Conflict Process has 5 Stages: potential opposition or incompatibility, cognition and personalization, intentions, behavior, and outcomes.
What is B.A.T.N.A and in what stage do you solidify yours?
B.A.T.N.A: Best Alternative To a Negotiated Agreement, which is the least you/the other side will accept out of a negotiation
In the preparation and planning stage
Exhibit 14-4
Distributive Versus Integrative Bargaining
(1st is for distributive, second is for integrative, for all sections)
any combination of three is fine
Goal: Get as much of the pie as possible
Expand the pie so that both parties are satisfied
Motivation: Win–lose
Win–win
Focus: Positions (“I can't go beyond this point on this issue.”)
Interests (“Can you explain why this issue is so important to you?”)
Interests: Opposed
Congruent
Information sharing: Low (Sharing information will only allow other party to take advantage)
High (Sharing information will allow each party to find ways to satisfy interests of each party)
Duration of relationship
Short term
Long term
Two ways that moods and emotions impact negotiations
(any of these two)
Power/anger: Can invoke "hardball" approach from the other side if you are on a lesser power level. History of genuine anger can make a negotiator look "tough."
Disappointment: When negotiator perceives disappointment from the other side, they are likely to concede more.
Anxiety: anxious negotiators expect lower outcomes, respond to offers more quickly, and exit the bargaining process more quickly, leading them to obtain worse outcomes.
Emotional Unpredictability: negotiators who express positive and negative emotions in an unpredictable way extract more concessions because this behavior makes the other party feel less in control.