组织行为学 Organizational Behavior Chapter 5.ppt

Chapter 5 Conflict and Negotiation Transition in conflict thought Definition and types of conflict The conflict process Managing conflict Definition of negotiation Bargaining strategies The negotiation process After studying this chapter,you should be able to : Differentiate between the traditional, human relations, and interactionist views of conflict. Outline the conflict process. Describe the five conflict-handling intentions. Identify the five steps in the negotiating process. Know bargaining strategies Describe cultural differences in negotiations Key terms Conflict 冲突 Negotiation 谈判 Distributive Bargaining 分配式谈判 Integrative Bargaining 一体化谈判 Mediator 调停者 Conciliator 和解人 Arbitrator 仲裁者 Consultant 咨询者 What is Conflict? Conflict – disagreement or emotional tension that arises from the incompatibility of needs, goals, feelings, views or desires. Conflict occurs whenever: Disagreements exist in a social situation over issues of substance. Emotional antagonisms cause frictions between individuals or groups. Transitions in Conflict Thought Transitions in Conflict Thought (cont’d) Conflict and Unit Performance Conflict is positive when it Forces communication Forces change for the betterment of the common goal Results in new ideas Produces outcomes that strengthen the organization or relationship Promotes growth and efficiency Encourages adaptability Conflict is negative when it Undermines the common goals Reduces cooperation Results in inappropriate behavior, chaos and confusion Divides and separates people Reduces logical actions and increases emotional behavior Types of Conflict Types of Conflict (cont’ d) Substantive conflict. A fundamental disagreement over ends or goals to be pursued and the means for their accomplishment. Emotional conflict. Interpersonal difficulties that arise over feelings of anger, mistrust, dislike, fear, resentment, etc. Types of conflict (cont’ d) Intrapersonal conflicts. Actual or perceived pressures from incompatible g