Card Set Information
a process that begins when one party perceives that another party has negatively affected, or id about to negatively affect, something that the first party cares about.
Conflict that supports the goals of the group and improves the performance
conflict that hinders group performance.
conflict that is task-oriented and related to differences in perspectives and judgements
Conflict that is emotional and aimed at a person rather than an issue
A trusted third party who provides an informal communication link between the negotiator and the opponent.
A neutral thrid party who facilitates a negociated solution by using reasoning, persuasion, and suggestions for alternatives.
3rd party to a negotiation who has the authority to dictate an agreement
A process in which 2 or more parties exchange goods or services and try to agree on the exchange rate for them
Negotiation that seeks to divide up a fixed amount of resources: win lose situation
Negotiation that seeks one or more settlements that can create a win win solution
The best alternative to a negotiated agreement; the outcome an individual faces if negotiations fail
The zone between each party's resistance point, assuming there is overlap in this range