COMMERCE 1BA3 Lecture Notes - Lecture 29: Organizational Conflict, In-Group Favoritism, Negotiation
3 Apr 2018
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Document Summary
Interpersonal conflict is a process that occurs when one person, group, or organizational subunit frustrates the goal attainment of another. A number of factors contribute to organizational conflict: It is useful to distinguish among three types of conflict: Depends on 2 dimensions: assertiveness to your needs and cooperation with others. How assertive you are in trying to satisfy your own or your group"s concerns. How cooperative you are in trying to satisfy those of the other party or group. There are five styles for dealing with conflict: Negotiation is a decision-making process among interdependent parties who do not share identical preferences. It is an attempt to prevent conflict or resolve existing conflict and to reach a satisfactory exchange among or between the parties. It has become common to distinguish between distributive and integrative negotiation tactics. Distributive negotiation: win-lose negotiation in which a fixed amount of assets is divided between parties. A fixed pie is divided up between the parties.
