Criado por Anita Barryman
aproximadamente 10 anos atrás
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Questão | Responda |
Conflict | When 'A' perceives that 'B' has, or is about to, negatively affect something 'A' cares about |
Functional Conflict | Conflict that supports the goals of the group and improves its performance |
Dysfunctional Conflict | Conflict that hinders group performance |
Cognitive Conflict | Conflict that is task-oriented and related to differences that perspectives and judgements |
Affective Conflict | Conflict that is emotional and aimed at a person rather than an issue |
How to Manage Conflict | -Problem Solving - Developing overarching goals -Smoothing -Compromising -Avoidance |
Councilator | A trusted 3rd party who provides an informal communication link between the negotiator and the opponent |
Mediator | A neutral 3rd party who facilitates a negotiated solution by using reasoning, persuasion and suggestions for alternatives |
Arbitrator | A 3rd party to a negotiation who has the authority to dictate an agreement |
3 Desired outcomes for conflict | -Agreement -Stronger relationships -Learning |
Distributive Bargaining | Negotiation that seeks to divide up a fixed amount of resources; a win-lose solution |
Integrative Bargaining | Negotiation that seeks one or more settlements that can create a win-win solution |
BATNA | Best Alternative To a Negotiated Agreement; the outcome an individual faces if negotiations fail |
Bargaining Zone | The zone between each party's resistance point, assuming there is overlap in this range |
Two contemporary issues in negotiation | -Gender Differences -Cultural Differences |
Dual Concern Theory | Considers how one's degree of cooperativeness and assertiveness determine how a conflict is handled |
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