Professional Documents
Culture Documents
Chapter Eleven
McGraw-Hill/Irwin
2012 The McGraw-Hill Companies, Inc. All rights reserved.
After reading the material in this chapter, you should be able to:
LO11.1 Define the term conflict, distinguish between functional and dysfunctional conflict, and identify three desired outcomes of conflict. LO11.2 Define personality conflicts, and explain how they should be managed. LO11.3 Discuss the role of in-group thinking in intergroup conflict, and explain what can be done to avoid cross-cultural conflict. LO11.4 Define work-family conflict and describe what can be done to manage it.
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After reading the material in this chapter, you should be able to:
LO11.5 Explain how managers can program functional conflict, and identify the five conflict handling styles. LO11.6 Identify and describe at least four alternative dispute resolution (ADR) techniques. LO11.7 Draw a distinction between distributive and integrative negotiation, and explain the concept of added-value negotiation.
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Dysfunctional conflict
threatens organizations interests.
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WorkFamily Conflict
Workfamily conflict
occurs when the demands of ones work role conflicts with those of the family role
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Techniques for Stimulating Functional Conflict: Devils Advocacy and the Dialectic Method
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Negotiating
Negotiation
give-and-take decision-making process involving interdependent parties with different preferences
Two types:
Distributive Integrative
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Added-Value Negotiation
Added-Value Negotiation
cooperatively developing multiple-deal packages while building a productive long-term relationship
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