BUS3 160 Lecture Notes - Lecture 11: Best Alternative To A Negotiated Agreement, Cooperativeness, Assertiveness
Document Summary
Chapter 11: ma\naging conflict and negotiation a process in which people disagree over significant issues, therefore creating friction. For conflict to exist, several factors must be present: People must have opposing interests, thoughts, perceptions and feelings. Those involved must recognize the existence of different points of view. The disagreement must be ongoing rather than a singular occurrence. People with opposing views must try to prevent one another from accomplishing their goals. Functional: the positive outcomes of conflict; looking @ conflict as an opportunity to: | forming | | not working together; fighting| Interpersonal: my conflict with another person (ex. family, friend, etc) Intergroup: conflict between our group and their group (ex. sports) Horizontal conflict: organizational level; conflict w/ ppl on the same level as you at your job. Ex. conflict with other sales reps at the same position as you. Vertical conflict: organizational level; w/ someone higher than you in position or lower than you, hierarchical.
