agree upon the exchange rate for them
the use of negotiation & bargaining interchanges
*** Strategies
(1)
Distributive : Claiming value
• Negotiation that seeks to divide up a fixed amount of resources;a win-lose situation
• felt conflict-emotional involvement in a conflict creating anxiety,tenseness,frustration,or hostility(personalized)
• important stage in the process:sense making-delineate the set of possible settlement.
• dysfunctional outcomes- uncontroled opposition
breeds retarding of communication,reduction in cohesiveness,subordination of group goals the primacy of infighting between members,threaten group’s survival;
• conflict management: the use of resolution & stimulation techniques to achieve the desired level of conflict
• conflict resolution techniques: P-S,superordinate goals, expansion of resources,avoidance,promise, mand,alter the human(structural) variable
2. Negotiation process
• Preparation & planning--goals(minimally
acceptable,most hopeful),information gathering, develop a strategy---B alternative To N Ag
• Negotiation that seeks 1 or more settlement that
can create a win-win solution
• adversaries & partners; Focus on interests than positions, Invent options for mutual gain
• conflict stimulation munication,bringing in outsiders,restructuring,appointing a devil’s advocate
*** conflict process
(5)outcome
• Functional outcome:improve group’s performance
1.irrational escalation of commitment;2.the mythical fixed pie;3.anchoring & adjustments;4.framing negotiation; 5.availability of information;6.the winner’s curse; 7.overconfidence
• human relations view--the belief that conflict is a natural & inevitable outcome in any group
• interactionist view--the belief that conflict is not only a positive force in a group but absolutely necessary for a group to perform effectively
• Characteristic
Distributive
Integrative
Available resources Fixed amount to be Variable
Primary motivations I win,you ls Opposed to each other convergent
• Emotion play a major role in shaping perception.
*** conflict process (3)intentions
• Decisions to act in a given way in a conflict episode • primary conflict-handling intentions:2 dimensions
Chap. 13 Conflict & negotiation
§13.1 Conflict
A process that begins when one party perceives that another party has negatively affected,sth. That the 1st party cares about
cooperativeness,assertiveness--the degree to which 1 party attempt to meet one’s own peting (uncooperative,assertive) • collaborating(cooperative,assertive) • avoiding(uncooperative,unassertive) • accommodating(cooperative,unassertive) • compromising(midrange on both ) • guideline,variable,consistent preference,predictable from --
*** conflict process (2)Cognition & personalization
• Perceived conflict--awareness by 1 or more parties of the existence of antecedent conditions creating opportunities for conflict to arise
• structure--size (tenure),specialization,jurisdiction ambiguity,diverse function goals,much participation
• personal variables--authoritarian & dogmatic,low esteem;differing value systems(prejudice,evaluation)
• essence: negotiation over who gets what share of a fixed pie; adversaries--any gain made at your lose
• bargaining zone: aspiration range (resistance point,target --) ; settlement range
• definition of ground rules-• clarification & justification • bargaining & P-S • closure & inplementation
3. Issues in negotiation
• (1)D-m biases hindering effective negotiation
Focus of relationship Short term
long term
• conditions:open with information & candid about their concern,a sensitivity to other’s needs,trust one another, willingness to maintain flexibility
2. Functional vs. Dysfunctional conflict
• Conflict that supports the goals of the group & improve its performance
• Conflict that group performance
*** conflict process
• Outcome: Compromise/ split the difference; Take a position & stick to it,Argue persuasively use power tactics (bluffs, mitment)
*** Strategies
(2)
Integrative : Creating value
*** conflict process (4)behavior (visible)
• Statement,action,reaction
• conflict intensity continuum(escalate along)--minor --, overt challenging,assertive verbal attacks,threats & ultimatums,aggressive physical attacks,overt effort to destroy(functional--lower range; )