1. Chapter 14 Managing Conflict and Negotiation

2. Conflict One Party Perceives Its Interests Are Opposed or Set Back
By Another Party

3. Functional vs. Dysfunctional Conflict
Functional Conflicts Serves Organization’s Interests
Dysfunctional Conflicts Threatens Organization’s Interests

4. Inter-Group Conflict Stimulators
High Conflict within Each Group
Negative Interactions between the Groups
Influential Third-Party’s Negative Gossip about the Other Group

5. Solutions to Inter-Group Conflict
Eliminate Specific Negative Interactions
Conduct Team Building
Encourage Personal Friendships and Good Working Relationships across Groups
Foster Positive Attitudes toward Members of Other Groups
Avoid Negative Gossip across Groups

6. Five Conflict-Handling Styles
Integrating
Obliging
High
Compromising
Concern for Others
Dominating
Avoiding
Low
High
Low
Concern for Self

7. Alternative Dispute Resolution (ADR)Techniques
Facilitation
Conciliation
Peer Review
Ombudsman
Mediation
Arbitration

8. Negotiation
Give-and-Take Process between Conflicting Interdependent Parties
Distributive Negotiation: Single issue, Fixed-Pie, Win-Lose
Integrative negotiation: More than One Issue; Win-Win Possible