Organization Behavior

  1. Conflict
    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.
  2. Functional conflict
    Conflict that supports the goals of the group and improves the performance
  3. Dysfunctional conflict
    conflict that hinders group performance.
  4. Cognitive conflict
    conflict that is task-oriented and related to differences in perspectives and judgements
  5. affective conflict
    Conflict that is emotional and aimed at a person rather than an issue
  6. Conciliator
    A trusted third party who provides an informal communication link between the negotiator and the opponent.
  7. Mediator
    A neutral thrid party who facilitates a negociated solution by using reasoning, persuasion, and suggestions for alternatives.
  8. Arbitrator
    3rd party to a negotiation who has the authority to dictate an agreement
  9. Negotiation
    A process in which 2 or more parties exchange goods or services and try to agree on the exchange rate for them
  10. Distributive Bargaining
    Negotiation that seeks to divide up a fixed amount of resources: win lose situation
  11. Integrative Bargaining
    Negotiation that seeks one or more settlements that can create a win win solution
  12. BATNA
    The best alternative to a negotiated agreement; the outcome an individual faces if negotiations fail
  13. Bargaining zone
    The zone between each party's resistance point, assuming there is overlap in this range
Card Set
Organization Behavior
Chapter 08