MGMT1021 Chapter Notes - Chapter 10: Assertiveness, Cooperativeness, Negotiation

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17 Oct 2016
Topic 10: Conflict and Negotiation (p348-358)
Introduction to Conflict and Negotiation
Productive vs. unproductive
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
It occurs at many levels of organization
Contemporary approaches to conflict include the interactionist approach, which
encourages conflict as long as the conflict is functional and leads to productive
Functional conflicts encourage achievement
Dysfunctional conflicts detract from achieving goals and performance
Sources of Conflict
All conflict is not equal
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
Interpersonal conflict arises from relationships
The Conflict Process (5 Stages)
People are not aware
Exists due to competition for scarce resources, differing goals, and the
desire for independence
Parties become aware of their disagreements
They differ in the way they think the causes are
People seek to assign blame to the cause
Employees internalize stress and anxiety
Conflict is uncomfortable and cooperation decreases
Escalation as it becomes personal and emotional
Conflict becomes visible by those experiencing the conflict as well as by
outside observers
Arguments become public
People seek retaliation
Resolution of the conflict
Those involved are satisfied by the outcome or result
Conflict Styles
Assertiveness describes the degree to which a person or group attempts to
satisfy his or her own interests
Cooperativeness describes to what extent a person or group attempts to satisfy
the other party’s interests
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