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CONFLICT AND NEGOTIATION (Intentions Decisions to act in a given way.…
CONFLICT AND NEGOTIATION
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.
Interactionist view of conflict The belief that conflict is not only a positive force in a group but also an absolute necessity for a group to perform effectively.
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conflict process A process that has five stages: potential opposition or incompatibility, cognition and personalization, intentions, behavior, and outcomes.
perceived conflict Awareness by one or more parties of the existence of conditions that create opportunities for conflict to arise.
felt conflict = Emotional involvement in a conflict that creates anxiety, tenseness, frustration, or hostility.
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Conflict management The use of resolution and stimulation techniques to achieve the desired level of conflict
Negotiation A process in which two or more parties exchange goods or services and attempt to agree on the exchange rate for them.
distributive bargaining Negotiation that seeks to divide up a fixed amount of resources; a win–lose situation.
fixed pie The belief that there is only a set amount of goods or services to be divvied up between the parties.
Integrative bargaining Negotiation that seeks one or more settlements that can create a win–win solution.
Mediator A neutral third party who facilitates a negotiated solution by using reasoning, persuasion, and suggestions for alternatives.
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Conciliator A trusted third party who provides an informal communication link between the negotiator and the opponent.
Negotiation Process
Preparation and Planning = Gathering Information, nature of conflict, and predict the outcomes
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Clarification and Justification = When you have exchanged initial positions, both you and the other party will explain, amplify, clarify, bolster, and justify your original demands.
Bargaining and Problem Solving = The essence of the negotiation process is the actual give-and-take in trying to hash out an agreement.
Closure and Implementation = formalizing the agreement you have worked out and developing any procedures necessary for implementing and monitoring it.