组织行为学(英文版)第11章

Chapter11ConflictandNegotiationInstructor:WeiPing(Elizabethwei)Department:BusinessAdministrationRequiredTextbook:EssentialsofOrganizationalBehavior”10thedition.byStephenP.RobbinsChapter11ConflictandNegotiationPart1ConflictPart2NegotiationPart1ConflictConflictAsaprocessthatbeginswhenonepartyperceivesthatanotherpartyhasnegativelyaffected,orisabouttonegativelyaffect,somethingthatthefirstpartycaresabout.TransitionsinconflictthoughtThetraditionalviewThebeliefthatallconflictisharmfulandmustbeavoided.ThehumanrelationsviewThebeliefthatconflictisanaturalandinevitableoutcomeinanygroup.TheinteractionistviewThebeliefthatconflictisnotonlyapositiveforceinagroupbutthatisabsolutelynecessaryforagrouptoperformeffectively.Functionalconflict:supportthegoalsofthegroupandimproveitsperformance.Dysfunctionalconflict:hindergroupperformance.DifferentiatingfunctionalfromdysfunctionalconflictsWhatdifferentiatesfunctionalfromdysfunctionalconflict?Theevidenceindicatesthatyouneedtolookatthetypeofconflict:TaskconflictrelatetothecontentandgoalsoftheworkRelationshipconflictfocusesoninterpersonalrelationshipsProcessconflictrelatestohowtheworkgetsdoneAlow-to-moderateleveloftaskconflictconsistentlydemonstratesapositiveeffectongroupperformancebecauseitstimulatesdiscussionofideasthathelpgroupsperformbetterTheconflictprocessStageⅠStageⅡStageⅢStageⅣPotentialoppositionCognitionandpersonalizationBehaviorOutcomesAntecedentconditions•Communication•Structure•PersonalvariablesPerceivedconflictFeltconflictOvertconflictConflict-handlingintentions•Competition•Collaboration•Accommodation•Avoidance•CompromiseIncreasedgroupperformanceDecreasedgroupperformanceDimensionsofconflict-handingbehaviors:UncooperativeCooperativeCooperativenessAssertiveUnassertiveAssertivenessCompetingCollaboratingCompromisingAvoidingAccommodatingConflict-managementtechniquesConflict-resolutiontechniquesSuperordinategoalsExpansionofresourcesAvoidanceAuthoritativecommandConflict-stimulationtechniquesCommunicationBringinginoutsidersRestructuringtheorganizationAppointingadevil’sadvocateNegotiation(bargaining)DefinitionAsaprocessinwhichtwoormorepartiesexchangegoodsorservicesandattempttoagreeontheexchangerateforthem.BargainingstrategiesDistributivebargainingAwin-losesituationIntegrativebargainingAwin-winsolutionDistributiveversusIntegrativebargainingBargainingcharacteristicDistributivebargainingIntegrativebargainingGoalFixed:getasmuchofthepieaspossibleVariable:expandthepiesothatbothpartiesaresatisfiedMotivationsIwin;youloseIwin;youwinInterestsOpposedtoeachotherCongruentwitheachotherDurationofrelationshipShorttermLongtermInformationsharingLowHighThenegotiationprocessPreparationandplanningDefinitionofgroundrulesClarificationandjustificationBargainingandproblemsolvingClosureandimplementationIssuesinnegotiationIndividualdifferencesinnegotiationsGenderdifferencesinnegotiationsCulturaldifferencesinnegotiationsImplicationsformanagersManagingconflictUsecompetitionUsecollaborationUseavoidanceUseaccommodationTowardimprovingnegotiationskillsResearchyouropponentBeginwithapositiveovertureAddresstheproblem,notpersonalitiesPaylittleattentiontoinitialoffersEmphasizewin-winsolutionCreateanopenandtrustingclimate