SMG OB 221 Chapter 9: Module 9: Managing Conflict and Negotiation
9 Mar 2017
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Document Summary
Conflict: a process in which one party perceives that his or her interests are being opposed or negatively affected by another party. Relationship conflict: a type of conflict in which people focus on characteristics of other individuals rather than on the issues as the source of conflict. Win win orientation: the belief that conflicting parties will find a mutually beneficial solutions to their disagreement. Win lose orientation: the belief that conflicting parties are drawing from a fixed pie, so the more one party receives, the less the other party will receive. Subordinate goals: goals that the conflicting parties value and whose attainment requires the joint resources and effort of those parties. Third party conflict resolution: any attempt by a relatively neutral person to help conflicting parties resolve their differences. Negotiation: the process whereby two or more conflicting parties attempt to resolve their divergent goals by redefining the terms of their interdependence.
