MGMT1021 Chapter Notes - Chapter 10: Assertiveness, Cooperativeness, Negotiation
17 Oct 2016
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Document Summary
How to better react to and influence people"s behavior. Negotiation is a decision making process that leads to the resolution of differences involving two or more parties interacting to resolve these differences. Conflict is any disagreement between two parties, although these conflicts vary by type of party, type of issue, and cause. It arises when one party believes that the actions taken by another party has or will lead to a negative impact on the first party. Contemporary approaches to conflict include the interactionist approach, which encourages conflict as long as the conflict is functional and leads to productive outcomes. Dysfunctional conflicts detract from achieving goals and performance. Process conflict affects the work process itself, how work gets done, and has negative impact on results. Task conflict is conflict around disagreement of specific tasks and how to accomplish those tasks in order to be more productive. Exists due to competition for scarce resources, differing goals, and the desire for independence.
