[清华大学MBA资料]Class11Conflict amp; negotiation.pptVIP

Chap. 13 Conflict negotiation §13.1 Conflict A process that begins when one party perceives that another party has negatively affected,sth. That the 1st party cares about perceived;opposition or incompatibility;interaction cross over 1.Transition in conflict thought The traditional view--the belief that all conflict is harmful must be avoided human relations view--the belief that conflict is a natural inevitable outcome in any group interactionist view--the belief that conflict is not only a positive force in a group but absolutely necessary for a group to perform effectively 2. Functional vs. Dysfunctional conflict Conflict that supports the goals of the group improve its performance Conflict that group performance 3.The conflict process (1)Potential opposition or incompatibility Causes(sources)-- presence of necessary condition creating opportunities for conflict to arise communication--semantic difficulties(training, selective perception, inadequate information) , insufficient exchange of information(over commu., noise in channel(filter,different) structure--size (tenure),specialization,jurisdiction ambiguity,diverse function goals,much participation personal variables--authoritarian dogmatic,low esteem;differing value systems(prejudice,evaluation) 3.The conflict process (2)Cognition personalization Perceived conflict--awareness by 1 or more parties of the existence of antecedent conditions creating opportunities for conflict to arise felt conflict-emotional involvement in a conflict creating anxiety,tenseness,frustration,or hostility(personalized) important stage in the process:sense making--delineate the set of possible settlement. Emotion play a major role in shaping perception. 3.The conflict process (3)intentions Decisions to act in a given way in a conflict episode primary conflict-handling intentions:2 dimensions cooperativeness,assertiveness--the degree to which 1