VCU MGMT 310 - Chapter 16 Conflict and Negotiation (4 pages)

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Chapter 16 Conflict and Negotiation



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Chapter 16 Conflict and Negotiation

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Pages:
4
School:
Virginia Commonwealth University
Course:
Mgmt 310 - MANAGING PEOPLE IN ORGANIZTNS
MANAGING PEOPLE IN ORGANIZTNS Documents

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Chapter 16 Conflict and Negotiation Affective conflict Conflict in which individuals tend to attack each other s personalities through criticism threats and insults Arbitrator An individual who listens to both sides of a disagreement and makes a final decision based on the arguments Bargaining zone The range of settlements within which it is better for both parties to agree than not to agree Best alternative to a negotiated agreement or BATNA The course of action that a person will take if a negotiation ends in an impasse Claim value The process by which a negotiator attempts to gain benefits or concessions for his or her position Cognitive conflict Conflict that results from disagreements over work related issues such as meeting schedules work assignments processes or the task itself Conflict An emotional or cognitive response that occurs when interests perspectives and behaviors of one individual or group explicitly differ from those of another individual or group Create value The process of expanding the opportunities or issues that can be evaluated in a negotiation By expanding the issues there is a greater likelihood that each party will achieve some level of satisfaction De escalation The reduction or elimination of conflict Distributive negotiations Single issue negotiations that are assumed to be part of a fixed pie where one person s gain is the other person s loss Escalation An increase in conflict that occurs when one person s negative behaviors encourage or foster another person s negative behaviors Groupthink Extreme consensus during a decision making process Integrative negotiations Negotiations that focus on multiple issues to expand the pie and actively seek alternative solutions that satisfy both parties Interests The underlying reasons or needs of each party involved in an issue Intergroup conflict Conflict that occurs between two or more groups Interpersonal conflict Conflict that occurs between two or more individuals who are members of the same



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