MGT6961 - Conflict and Negotiation

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  1. What percent of surveyed workers said they always negotiation salary when receiving a job offer?
  2. What percent of surveyed workers said they dread salary negotiations?
  3. 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
  4. Relationship Conflict
    Interpersonal disagreements manifested in tension, annoyance, and animosity among group members
  5. Task Conflict
    Refers to incompatible views, ideas, and opinions among group members about the content of their decisions
  6. Self Verification
    Someone always challenges ideas
  7. Issues
    The items/currencies that are on the table for explicit agreement
  8. Positions
    One party's stance on the issues
  9. Interests
    Underlying concerns that would be affected by the deail
  10. Integrative Issues
    • Can be used to create value
    • When each party places different value on issue
    • "win-win"
  11. Distributive
    • Can only be used in dividing value
    • When each party places same value on issue
    • "win-lose"
  12. Tactics for Distribution
    • Framing - How to state points
    • Anchors and reference points - Comparison to similar details
    • Be the first mover
    • Maximize and publicize your BATNA (Best alternative to negotiation agreement)
  13. Tactics for Integration
    • Understand the other side - bounded rationality, framing, anchoring, availability
    • Understand yourself
  14. Tactics for Integration
    • Focus on interests first, positions second
    • Search for positions on issues that allow you to meet the interests of both parties
    • Subordinate goals - "increase the size of the pie"
  15. % higher men's salaries compared to women
  16. By age 60, what's the salary gap between men and women?
  17. Why don't women ask for salary raises?
    • Social forces
    • Even when they negotiate, they get less
    • Locus of control - external/internal forces
    • Set less aggressive goals
    • Expecting less
  18. How to ask for a raise?
    • Interest-based
    • Express emotions
    • Get help
    • Disarming the tough guys - Negotiation jujitsu
    • Practice
  19. Power
    The ability of one person or group to cause another person or group to do something they otherwise might not do
  20. Organizational Politics
    Activities in which managers engage to increase their power and to pursue goals that favor their individual and group interests
  21. Political Decision Making
    Decision making characterized by active disagreement over which organizational goals to pursue and how to pursue them
  22. Coalition
    A group of managers who have similar inters and join forces to achieve their goals
  23. Formal Individual Power
    Power that originates from a person's position in an organization
  24. Legitimate Power
    The power to control and use organizational resources to accomplish organizational goals
  25. Reward Power
    The power to give pay raises, promotion, praise, interesting projects, and other rewards to subordinates.
  26. Coercive Power
    The power to give or withhold punishment
  27. Information Power
    the power that stems from access to and control over information.
  28. Informal Individual Power
    Power that stems from personal characteristics such as personality, skills, and capabilities
  29. Expert Power
    Informal power that stems from superior ability or expertise
  30. Referent Power
    Informal power that stems from being liked, admired, and respected.
  31. Charismatic Power
    An intense form of referent power that stems from an individual's personality or physical or other abilities, which induce others to believe in and follow that person.
  32. Organizational Conflict
    the struggle that arises when the goal-directed behavior of one person or group blocks the goal-directed behavior of another person or group
  33. Negotiation
    A process in which groups with conflicting interests meet together to make offers, counteroffers, and concessions to each other in an effort to solver their differences.
  34. Third-Party Negotiator
    An outsider skilled in handling bargaining and negotiation
  35. Mediator
    A neutral third party who tries to help parties in conflict reconcile their differences
  36. Arbiter
    A third party who has the authority to impose a solution to a dispute
Card Set:
MGT6961 - Conflict and Negotiation
2014-04-23 23:29:22
Conflict and Negotiation
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