Exam (elaborations)
MAN 320F Test 3-solved
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MAN 320F Test 3-solved
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MAN 320F Test 3-solvedconflict - Answer -the process that involves people disagreeing.
types of conflict - Answer -intrapersonal, interpersonal, intergroup conflict
intrapersonal conflict - Answer -Conflict that occurs within an individual. Role conflict and role ambiguity
interpersonal conflict - Answer -conflict among individuals such as coworkers, a manager and an employee, or CEOs and their staff. Arises because of competition, personality or value differences.
intergroup conflict - Answer -conflict that takes place among different groups; may include different departments or divisions in a company, and employee union and management, or competing companies that supply the same customers.
Potential Causes of Conflict - Answer -Organizational structure, limited resources, task interdependence, incompatible goals, personality differences, and communication problems.
Organizational structure - Answer -the way in which job tasks are formally divided, grouped, and coordinated.
Conflict management - Answer -Resolving disagreements effectively.
Ways to manage conflict - Answer -change: the structure, the composition of the team; create a common opposing force, consider majority rule, and problem solve.
Conflict-handling styles - Answer -accommodation, collaboration, compromise, avoidance, and competition.
Avoidance - Answer -style is uncooperative and unassertive, people with this style seek to avoid conflict altogether even by denying its there. Prone to postpone any decisions which conflict may arise.
Accommodation - Answer -style is cooperative and unassertive. people with this style gives into what the other side wants, even if it means giving up personal goals. Compromise - Answer -middle-ground style, individuals have some desire to express their own concerns and get their way but still respect other person's goals.
Competition - Answer -people with this style want to reach their goal or get their solution
adopted regardless of what others say or how they feel. More interested in getting the outcome they want as opposed to keeping the other party happy.
Collaboration - Answer -style that is high in both assertiveness and cooperation. Both sides argue for their position, supporting it with facts and rationale while listening attentively to the other side. Objective was to find a win-win solution so both parties get what they want. Highly effective in many situations.
Negotiation - Answer -a process whereby two or more parties work toward an agreement. To produce something better than the results you can obtain without negotiating.
The five phases of negotiation - Answer -1) investigation 2) determine your BATNA 3) presentation 4) bargaining 5) closure
Investigation - Answer -first step in negotiation, the information gathering stage. First place is to begin with yourself, what do you want? what do you not want?
Determine your BATNA - Answer -"best alternative to a negotiated agreement." thinking
through this is important to helping you decide whether to accept an offer you receive during the negotiation. You need to know what your alternatives are, but also thinking about the goals of the other party...what are their alternatives.
Presentation - Answer -In this phase, you assemble the information you've gathered in a
way that supports your position. You can present facts that show what you've contributed to the organization in the past (or in a previous position), which in turn demonstrates your value.
Bargaining - Answer -Phase where each party discusses their goals and seeks to get an
agreement. A natural part of this process is making concessions, namely, giving up one thing to get something else in return.
Closure - Answer -At the close of a negotiation, you and the other party have either come to an agreement on the terms, or one party has decided that the final offer is unacceptable and therefore must be walked away from. At this point most assume their best offer has been made and there's nothing left to do; but the savviest see the rejection as an opportunity to learn.
Distributive view - Answer -The traditional fixed-pie approach to negotiation strategies, negotiators see the situation as a pie that they have to divide between them. Each tries to get more of the pie and "win."
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