商务英语谈判2_Conflicts .ppt

Conflicts Lecture 2 Definition of Conflict Definition of conflict A sharp disagreement or opposition resulting from clashes of interests, ideas, etc. Levels of Conflict Levels of conflict Intrapersonal or Intra-psychic Conflict Interpersonal Conflict Intra-group Conflict Inter-group Conflict Primary Causes of Interpersonal Conflict Economic Cultural Religious Political Scarcity defined Oil Water Marine Resources Right of way 30 Million loveless dudes Scarcity Moderation vs. perfection 回基 Trinity 犹基 Who’s Jesus? 中基 Funeral; 七月半 Idolize Heirs for crown prince US vs. Soviet; US vs. China Two Means of Conflict Settlement Military means Peaceful means Spring and Autumn Warring States Wars with Qing Dynasty World Wars Afghanistan; Iraq; Libya; Syria Tribute (monetary or sexual) Intermarriage Surrender Negotiation (e.g.) (Korean War) GATT WTO Six-party talk Conflict Management Concern about other’s outcomes Yielding Compromising The Dual Concerns Model Inaction Concern about own outcomes Contending Problem solving Attitudes to managing conflict Cooperativeness dimension Assertiveness dimension Conflict Contending (also called competing or dominating): Actors pursue their own outcomes strongly and show little concern for other’s outcomes Yielding (also called accommodating or obliging): Actors show little interest of their own outcomes, but are quite interested in other’s outcomes Inaction (also called avoiding): Actors are neither interested in their own outcomes, nor in other’s outcomes Conflict Problem solving (also called collaborating and integrating): Actors show high concern for both their own outcomes and other’s outcomes Compromising: A moderate effort to pursue one’s own outcomes and a moderate effort to help the other party achieve his outcomes Prevalence and Significance of Conflicts Omnipresence Pros and Cons Pr