MGT 365 Lecture Notes - Lecture 11: Assertiveness

• School: Pace University
• Department: Management
• Course: MGT 365
• Professor: Richardson

Document Summary

Dual concerns model: model postulates ppl in conflict have 2 independent types of concern, concern about own outcomes, concern about the other"s outcomes. These concerns can be represented at any point from none (representing very low concern) to high (representing very high concern). Assertiveness dimension: there are 5 major strategies for conflict management that have been commonly identified in dual concerns model, contending, pursue own outcomes strongly, show little concern for whether other party obtains his/her desired outcomes, also called: Unilateral action: yielding, show little interest/concern in whether they attain own outcomes, are quite interested in whether other party attains his/her outcomes, also called: Involves lowering one"s own aspirations to (cid:498)let the other win(cid:499) & gain what he/she wants: may seem like a strange strategy to some, but it has its definite advantages in some situations. Quid pro quo/(cid:499)i scratch your back, you scratch mine(cid:499)