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chapter 9 Conflict and negotiation (Negotiation (how to negotiate…
chapter 9 Conflict and negotiation
Negotiation
individual differences
moods/emotions
positive
integrative
gender differences
personality traits
agreeable or extraverted
third party negotiations
arbitrator
authority to dicatate
conciliator
trusted third party
informal link
mediator
neutral third party
negotiation
integrative bargaining
win-win solution
distributive bargaining
win-lose situation
how to negotiate
clarifying and justifying
bargaining and problem solving
defining ground fules
attaining closure and implementation
developing a strategy
Conflict
conflict resolution
individuals manage conflict
smoothing
compromising
avoidance
problem solving
developing overarching goals
resolving personality conflicts
avoid dragging co-workers
seek help from direct leader
directly communicate
do not take sides
parties work things out themselves
to parties' direct leaders
investigate and document conflict
corrective action
feedback
behaviour shaping
informal dispute resolution
resolving intercultural conflicts
E-A ignore conflict
Japanese-non confrontational styles
win-win solution less in asian
westerners-forcing
N-Americans-problem-solving&win-win solution
N-A legal contract
Asian relational contracts
chinese E-Asian-compromising
Asian- conflict avoidance
conflict management strategies
problem solving
yielding
compromising
avoiding
forcing
manage work -related conflicts
authoritative command
altering the human variable
expansion of resources
altering the structural variables
conflict outcomes
stronger relationships
learning
agreement
conflict defined
loci of conflict
intragroup
intergroup
dyadic
types of conflict
relationship
almost always dysfunctional
task
process
functional VS dysfunctional
sources of conflict
structure
personal variables
emotions
values
personal variables
neuroticism
self-monitoring
disagreeableness
communication