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Final

BUS 272 Study Guide - Final Guide: Problem Solving, Best Alternative To A Negotiated Agreement, Decision-Making


Department
Business Administration
Course Code
BUS 272
Professor
Lieketen Brummelhuis
Study Guide
Final

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Chapter 9 Conflict and Negotiation
1 Conflict Defined
- Conflict a process that begins when one party perceives that another party has negatively
affected or is about to negatively affect something that the first party cares about
1.1 Conflict Good or Bad?
- Some conflict is good because it energizes debate, re-examines
assumptions, can lead to creativity, increase team cohesion
- Functional conflict conflict that supports the goals of the group
and improves its performance good conflict
- Dysfunctional conflict conflict that hinders group performing
o Always negative because aimed at the person, not based
on the issue
- Relationship conflict conflict based on interrelationships
o Reasons being misunderstanding, perceived inequalities,
rumours, blaming, intolerance, prejudice, discrimination,
and bigotry
2 Sources of Conflict
- Communication semantics, misunderstanding, noise, channel
o Too much or too little communication
- Personal differences different values, beliefs, attitudes, personalities
o Explains cross-cultural and generational conflict
- Incompatible goals oe party’s goals pereied to iterfere ith other party’s goals
- Unbalances task interdependence one group depends on the other
o Other group has power
- Scare resources motivates competition for the resources
o Funding, materials, workers, etc.
- Ambiguity creates uncertainty, threatens goals
o Without clear rules, people rely on politics/ own interests
3 Conflict-Handling Styles
1) Forcing iposig oe’s ill o the other party win-lose
2) Problem solving trying to reach an agreement that satisfies
both parties win win
3) Avoiding ignoring or minimizing the importance of the issue
lose lose
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