Chapter15ConflictandNegotiation.pptVIP

The Conflict Process 階段Ⅰ：潛在對立或不相容 1/2 階段Ⅰ：潛在對立或不相容 2/2 階段 II：認知及個人介入 階段 III：意圖 1/4 階段 III：意圖 2/4 階段 III：意圖 3/4 階段 III：意圖 4/4 階段 IV：行為 1/4 階段 IV：行為 2/4 階段 IV：行為 3/4 階段 IV：行為 4/4 階段 V：結果 1/3 階段 V：結果 2/3 階段 V：結果 3/3 協議的策略 協商的議題 這四個議題分別是： 個人特質在協商中所扮演的角色 協商中的性別差異 文化差異對協商風格的影響 以及加入第三者以輔助雙方解決歧見。 協商的議題 -文化差異 協商的議題 加入第三者的協商 協商的議題 Summary and Managerial Implications Global Implications Conflict and Culture Japanese and U.S. managers view conflict differently U.S. managers more likely to use competing tactics while Japanese managers are likely to use compromise and avoidance Cultural Differences in Negotiations Multiple cross-cultural studies on negotiation styles, for instance: American negotiators are more likely than Japanese bargainers to make a first offer North Americans use facts to persuade, Arabs use emotion, and Russians used asserted ideals Brazilians say “no” more often than Americans or Japanese 15-* 高 單位績效 低 衝突水準 高 單位績效 單位的內在特性 衝突類型 衝突水準 情境 低 冷漠的 停滯的 對改變沒有 反應 缺乏新意 惡性的 低 或 沒有 A 高 有活力的 自我批評的 創新的 良性的 適度 B 低 破壞性的 無秩序的 不合作的 惡性的 高 C Summary and Managerial Implications ? 2009 Prentice-Hall Inc. All rights reserved. Bob Stretch Southwestern College Robbins Judge Organizational Behavior 13th Edition ? 2009 Prentice-Hall Inc. All rights reserved. Chapter 15Conflict and Negotiation 14-* Chapter Learning Objectives After studying this chapter, you should be able to: Define conflict. Differentiate between the traditional, human relations, and interactionist views of conflict. Outline the conflict process. Define negotiation. Contrast distributive and integrative bargaining. Apply the five steps in the negotiation process. Show how individual differences influence negotiations. Assess the roles and functions of third-party negotiations. Describe cultural differences in negotiations. 15-* Conflict Defined A process that begins when one party perceives that another party has negatively affected, or is about to negatively affect, something that the