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T E N T H
E D I T I O N
OBJECTIVES
LEARNING
142
LEARNING
O B J E C T I V E S (contd)
143
Causes:
Poor communication
Lack of openness
Failure to respond to
employee needs
2003 Prentice Hall Inc. All rights reserved.
144
145
146
Types of Conflict
147
EXHIBIT
2003 Prentice Hall Inc. All rights reserved.
14-1
148
Structure
Personal Variables
Differing individual value systems
Personality types
2003 Prentice Hall Inc. All rights reserved.
149
Conflict Definition
Negative Emotions
2003 Prentice Hall Inc. All rights reserved.
Positive Feelings
1410
Cooperativeness:
Attempting to satisfy
the other partys
concerns.
Assertiveness:
Attempting to satisfy
ones own concerns.
1411
1412
1413
EXHIBIT
2003 Prentice Hall Inc. All rights reserved.
14-2
1414
1415
Superordinate goals
Expansion of resources
Avoidance
Smoothing
Compromise
Authoritative command
1416
Bringing in outsiders
Restructuring the organization
Appointing a devils advocate
1417
Conflict-Intensity Continuum
EXHIBIT
2003 Prentice Hall Inc. All rights reserved.
14-3
1418
Stage V: Outcomes
Functional Outcomes from Conflict
1419
Development of discontent
Reduced group effectiveness
Retarded communication
Reduced group cohesiveness
Infighting among group members overcomes group
goals
1420
Negotiation
1421
Bargaining Strategies
1422
EXHIBIT
2003 Prentice Hall Inc. All rights reserved.
14-5
1423
EXHIBIT
2003 Prentice Hall Inc. All rights reserved.
14-6
1424
The
Negotiation
Process
EXHIBIT
14-7
1425
Issues in Negotiation
The Role of Personality Traits in Negotiation
Traits do not appear to have a significantly direct effect
on the outcomes of either bargaining or negotiating
processes.
1426
Third-Party Negotiations
1427
1428
EXHIBIT
2003 Prentice Hall Inc. All rights reserved.
14-8
1429
EXHIBIT
2003 Prentice Hall Inc. All rights reserved.
14-9a
1430
EXHIBIT
14-9b
1431