Conflict & negotiation（英文版）(ppt 22頁)

Conflict & negotiation（英文版）內容提要：
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
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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)

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