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Chapter 13

Chapter 13. Managing Conflict & Negotiation. Conflict. Process by which one perceives that there interests are being opposed or negatively affected by another party Can be real or imagined Metaphors and mindsets War Part of good decision-making.

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Chapter 13

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  1. Chapter 13 Managing Conflict & Negotiation

  2. Conflict • Process by which one perceives that there interests are being opposed or negatively affected by another party • Can be real or imagined • Metaphors and mindsets • War • Part of good decision-making

  3. The Relationship between Conflict Intensity and Outcomes Positive Outcomes Neutral Too littleconflict Appropriateconflict Too muchconflict Negative Low High ModerateIntensity 13-3

  4. Functional Conflictserves organization’s interests Typically issue-focused Stimulates creativity Dysfunctional Conflictthreatens organization’s interests Typically person-focused Breeds hostility Stifles communication Functional vs. Dysfunctional Conflict 13-4

  5. Desired Conflict Outcomes • Agreement:strive for equitable and fair agreements that last • Stronger Relationships:build bridges of goodwill and trust for the future • Learning:greater self-awareness and creative problem solving 13-5

  6. Workplace Incivility • Lack of respect for others • Creates cycles of retribution • Related to: • Lower productivity, time on the job, effort, job satisfaction & performance

  7. Intergroup Conflict • The role of cohesiveness • See themselves as unique and others as homogenous • See themselves as moral and others immoral • Exaggerate differences between in-group and out-group • Contact Hypothesis

  8. Managing Conflict • Devil’s advocacy • Dialectical method

  9. Five Conflict-Handling Styles Integrating Obliging High Compromising Concern for Others Dominating Avoiding Low High Low Concern for Self 13-9

  10. Third-Party Interventions • Conflict triangle • Political coalitions • Alternative Dispute Resolution • Facilitation • Conciliation • Peer review • Ombudsman • Mediation • Arbitration

  11. Negotiation • Distributive Negotiation • “fixed pie”, “win-lose” • Integrative Negotiation • Possibility of an agreement that is better for both parties

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