BU288 Lecture Notes - Lecture 13: In-Group Favoritism, Negotiation, Role Conflict
Document Summary
Interpersonal conflict is a process that occurs when one person, group or org unit frustrates the goal attainment of another: can revolve around facts, procedures or the goals o causes include: High interdependence ambigious jurisdictions scarace resources: differences in power, status and culture are also a factor. Types of conflict include: relationship o task, process. Conflict dynamics include the need to win the dispute, withholding information, increased cohesiveness, negative stereotyping of other party, reduced contact and emergence of aggressive leaders. Models of managing conflict: o avoiding: accommodating o compromise, collaboration. Negotiation is a decision-making process among parties that do not have the same preference: distributive negotiation attempts to divide up a fixed amount of outcomes. Tactics includes: threats, promises, firmness, concesion making, persuasion: integrative negotiation attempts to enlarge the number of avaibale outcomes via collaboration or problem solving. Tactics include: exchanging copious information, framing differences as opportunities, cutting cost, increasing resources, introducing subordinate goals.
