Conflict & negotiation（英文版）(ppt 22页)

Conflict & negotiation（英文版）内容提要：
1.Transition in conflict thought
The traditional view--the belief that all conflict is harmful & must be avoided
human relations view--the belief that conflict is a natural & inevitable outcome in any group
interactionist view--the belief that  conflict is not only a positive force in a group but  absolutely necessary for a group to perform effectively
……

Potential opposition or incompatibility
Causes(sources)-- presence of necessary condition creating opportunities for conflict to arise
communication--semantic difficulties(training, selective perception, inadequate information) , insufficient exchange of information(over commu., noise in channel(filter,different)
structure--size (tenure),specialization,jurisdiction ambiguity,diverse function goals,much participation
personal variables--authoritarian & dogmatic,low esteem;differing value systems(prejudice,evaluation)
……

Distributive : Claiming value
Negotiation that seeks to divide up a fixed amount  of resources;a win-lose situation
essence: negotiation over who gets what share of a fixed pie; adversaries--any gain made at your lose
bargaining zone: aspiration range (resistance point,target --) ;  settlement range             
Outcome:  Compromise/ split the difference;                Take a position & stick to it,Argue persuasively use power tactics (bluffs, threats,commitment)