CHAPTER 15- Conflict and Negotiation in Organizations Denosta Conflict- a process resulting in the perceptions of two parties that

they are working in opposition to each other in ways that result in feelings of discomfort and/or animosity. Task conflict- refers to conflict regarding goals and content of the work. Process conflict- occurs when the parties agree on the goals and content of work, but disagree on how to achieve the goals and actually do the work. Relationship conflict- occurs when the parties have interpersonal issues. Legal conflict- may arise when there are differences in perceptions between organizations. Pooled independence- represents the lowest level of interdependence, and hence the result in the least amount of conflict. Sequential interdependence- the output of one unit becomes the input for another in a sequential fashion; this creates a moderate level of interdependence and somewhat higher potential for conflict. Reciprocal interdependence- exist when activities flow both ways between units; this for has the highest potential for conflict. Anqui The degree of goal compatibility- the extent to which the goals can be achieved simultaneously. Avoidance- occurs when an interaction is relatively unimportant to either partys goals, and the goals are incompatible. Accommodation- occurs when the goals are incompatible, but the interactions are not considered important to overall goal attainment. Competition- occurs when the goals are incompatible, and the interactions are important to each partys meeting its goals. Collaboration- occurs when the interaction between groups is very important to goal attainment, and the goals are compatible. Compromise- occurs when the interactions are moderately important to goal attainment, and the goals are neither completely compatible nor completely incompatible. Cainday Conflict stimulation- the creation and constructive use of conflict by a manager.

Conflict resolution- a managed effort to reduce or eliminate harmful conflict. Superordinate goal- a goal of the overall organization and is more important to the well-being of the organization and its members than the more specific goals of the conflicting parties. Team building activities- intended to enhance the effectiveness and satisfaction of the individuals who work in groups or teams and to promote overall group effectiveness; consequently there should be less conflict among members of the team. Alvarado Survey feedback- each employee responds to a questionnaire intended to measure perceptions and attitudes Third party peacemaking- primarily used to address extreme conflict, involves bringing in an outsider to facilitate conflict resolution. Negotiation- the process in which two or more parties (people or groups) reach agreement on an issue even though they have different preferences regarding that issue. Game theory- developed by economist using mathematical models to predict the outcome of negotiation situations. PRAM model- four-step approach to negotiation that proposes that proper planning, building relationships, getting agreements, and maintaining the relationships are the key to successful negotiation.