Академический Документы
Профессиональный Документы
Культура Документы
and Negotiation
14-1
Copyright 2015 Pearson Education Ltd.
LODifferentiate
1
14-2
LODifferentiate
1
14-3
LODifferentiate
1
14-4
Describe
the Three Types of
LO 2
Conflict and the Three Loci of
Conflict
Types of Conflict
Researchers have classified conflicts into
three categories:
1. Task conflict relates to the content
and goals of the work.
2. Relationship conflict focuses on
interpersonal relationships.
3. Process conflict is about how the
work gets done.
Copyright 2015 Pearson Education Ltd.
14-5
Describe
the Three Types of
LO 2
Conflict and the Three Loci of
Conflict
Loci of Conflict
Another way to understand conflict is to
consider its locus, or where the conflict occurs.
There are three basic types:
Dyadic conflict is conflict between two
people.
Intragroup conflict occurs within a group or
team.
Intergroup conflict is conflict between
groups or teams.
14-6
LO 3
14-7
Copyright 2015 Pearson Education Ltd.
LO 3
14-8
Copyright 2015 Pearson Education Ltd.
LO 3
Stage V: Outcomes
Conflict can be functional or dysfunctional.
Conflict is constructive when it
Improves the quality of decisions, stimulates
creativity and innovation, encourages interest
and curiosity, provides the medium through
which problems can be aired and tensions
released, and fosters an environment of selfevaluation and change.
14-9
LO 3
14-10
LO 3
14-11
LO 3
14-12
Copyright 2015 Pearson Education Ltd.
Contrast Distributive
and Integrative Bargaining
LO 4
14-13
Copyright 2015 Pearson Education Ltd.
Contrast Distributive
and Integrative Bargaining
LO 4
14-14
Copyright 2015 Pearson Education Ltd.
Contrast Distributive
and Integrative Bargaining
LO 4
14-15
Contrast Distributive
and Integrative Bargaining
LO 4
14-16
Contrast Distributive
and Integrative Bargaining
LO 4
14-17
Copyright 2015 Pearson Education Ltd.
LO 5
14-18
Copyright 2015 Pearson Education Ltd.
LO 6
14-19
LO 6
Culture in Negotiations
Do people from different cultures negotiate
differently? Yes, they do.
People generally negotiate more effectively
within cultures than between them.
In cross-cultural negotiations, it is especially
important that the negotiators be high in
openness.
Negotiators need to be especially aware of
the emotional dynamics in cross-cultural
negotiation.
Copyright 2015 Pearson Education Ltd.
14-20
LO 6
14-21
LO 7
14-23
Copyright 2015 Pearson Education Ltd.
14-24
14-25
14-26