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