A disagreement among two or more individuals, groups or organizations
100
What is one way to resolve conflict?
Compromise
100
What is negotiation?
The process in which 2 or more parties reach an agreement even though they have differences on the issue.
100
What is a situational characteristic?
The context in which negotiation takes place
200
What is one cause of conflict?
interpersonal....conflict between 2 or more individuals
intergroup.....conflict between 2 or more organizational groups
interorganizational conflict...arises between one organization and another in its environment
200
How does a manager stimulate conflict among employees?
Sales contests, bonuses, and incentive plans or changes in daily procedures
200
What is one negotiation approach?
1. Individual differences
2. Situational characteristics
3. Game theory
4. Cognitive approach
200
What does a cognitive approach predict?
Predicts how negotiation departs from rationality
300
What are the 3 natures of conflict?
Can be superficial or strong
Can be short lived or exist for months
Can be work related or personal
300
How do managers control conflict?
Managers can expand their resource base and match employee personalities
300
How are optimal levels of conflict beneficial?
Optimal levels of conflict can spark motivation, creativity, innovation and higher performance levels.
300
What is an advantage to negotiation?
It is often rewarding to the business, especially if a compromise is made.
400
How does conflict manifest itself?
People may compete with one another, withdraw from each other, or band together
400
What is conflict's effects in business?
Has both positive and negative effects in business
400
What are techniques used for business?
Control, stimulation, resolution and elimination
400
What is game theory?
It involves math and is not very useful in negotiations