COMMERCE 1BA3 Lecture Notes - Lecture 13: Zero-Sum Game, Negotiation, Externals
18 Jun 2016
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Document Summary
Occurs when someone frustrates the goal attainment of another: e. g. Relationship conflict: tensions among the relationship between individuals, not the task at hand. Task conflict: disagreement about the nature of work to be done. Process conflict: disagreement about how work should be accomplished. Group identification and intergroup bias: develop positive view about in-group, less positive view about out-group, managing relationships between teams. Interdependence: depending on each other to achieve their own task, necessitates interaction between parties. Differences in power, status and culture: power one-way dependence, status depending on higher status people, culture clash in beliefs and values. Scarce resources: limited money, support, space. Assertiveness: attempting to satisfy one"s o(cid:449)n concern. Cooperativeness: attempting to satisfy the others concerns. A decision making process among interdependent parties: who do not share identical preferences. Dividing a fixed amount of assets between parties: a win-lose negotiation, occurs between competition and accommodation.
