Exam 10: Conflict and Negotiation

Conflict as it is experienced in the daily workplace involves at least two basic forms.These are __________.

Being offered a higher paying job whose responsibilities entail unwanted demands on one's personal time is an example of approach-avoidance conflict.

Daniel and Carol are unable to work together because of their interpersonal differences.This exemplifies a destructive substantive conflict.

Conflict that is experienced as tension and motivates a person to take action to reduce feelings of discomfort is called felt conflict.

__________ commonly involves supervisor-subordinate disagreements over resources,goals,deadlines,or performance results.

In today's environment,research shows that managers and team leaders spend relatively little time dealing with conflicts.

In __________,a neutral third party tries to engage the parties in a negotiated solution through persuasion and rational argument.

__________ negotiation focuses on positions staked out or declared by the parties involved who are each trying to claim certain portions of the available pie.

Unfortunately,functional conflict cannot bring important problems to the surface and as such they cannot be addressed constructively.

In some situations,conflict is superficially managed by scripts,which are behavioral routines that become part of the organization's culture.

__________ distributive negotiation takes place when one party is willing to make concessions to the other to get things over with.

__________ goals deal with outcomes that relate to how well people involved in the negotiation and any constituencies they may represent are able to work with one another once the process in concluded.

Attitudes toward time is a cultural difference that can have a substantial impact on conflict.

Conflict between functional departments such as marketing and manufacturing is a common example of __________.

The __________ is the range between one party's minimum reservation point and the other party's maximum reservation point in a negotiating situation.

When the antecedent conditions become the basis for substantive or emotional differences between people or groups,the stage of felt conflict exists.

__________ may be used when issues are more important to others than to yourself or when you want to build "credits" for use in later disagreements.

When emotional conflicts creep into work situations,they can be conducive to teamwork because they get people to talk about their feelings.

The __________ process begins with a good understanding of the causes of conflict and recognition of the stage to which conflict has developed.

Conflict that is experienced as tension and motivates a person to take action to reduce feelings of discomfort is called __________.