Across
- 2. goals Goals around tangible resources.
- 5. goal In negotiation a party’s desired means of how an event should happen or a negotiation should proceed.
- 10. goals Goals regarding the expression of self-worth, pride, or self-respect.
- 12. bias In attribution theory, where one ascribes motivations for personal behavior to a personal character trait when it is most flattering and to situation constraints to diminish personal responsibility (the precise opposite of how motivations are attributed to others).
- 13. theory Developed by Lewin and others; the theory suggests there are types of forces that drive conflict and forces that restrain conflict.
- 14. A theory that holds one’s personality and behavior are influenced by social development as opposed to biological development.
- 16. A distributive view that resources are limited. As they are allocated, the amount of resources left ultimately will reach zero.
- 18. gains The view that through interest-based negotiations the needs of all parties can be met to some extent (also called cooperative, integrative, win-win, interest-based bargaining).
- 21. A state where one thing or person requires another thing or person to meet goals.
- 26. A style or tactic in response to conflict not to engage directly in conflict.
- 27. theories Explanations that focus on the communication that occurs between people in conflict rather than on an individual or internal processes.
- 29. A need that drives a goal.
- 32. focus A conflict management technique that requires disputants to attend to the changes to be made in the existing instead of focusing on past events, previous problems, or root causes.
- 33. goal A party’s preference for the depth or type of connection to another person
- 36. The public or private image one holds about oneself (also called self-face.
- 37. point A critical moment during an interaction when one choice of how to respond will set the tone for future interaction and possibly change the direction of a relationship.
- 39. action or process of making sense of or giving meaning to something, especially new developments and experiences.
- 40. a convenient arrangement; a settlement or compromise.
- 41. Deeply seated beliefs and core ideas about right and wrong.
- 42. commonly understood cultural or emotional association that some word or phrase carries.
- 43. Goals held by individuals at the beginning of a conflict.
Down
- 1. The event that precipitates a conflict episode (also called triggering events).
- 3. The general conversational area in which a conflict issue may be embedded.
- 4. Aggressiveness Ultra argumentativeness using personal attacks, name-calling, and other aggressive tactics.
- 6. An overarching set of beliefs about how the world works and one’s place in it.
- 7. One’s view of oneself.
- 8. conflict Issues that have potential for conflict that the parties do not yet perceive to be a problem than on the disputant’s emotions.
- 9. Conflicts caused by misinterpretations and misinformation.
- 11. climate create an environment where communication is threatening.
- 15. exchange theory A relational theory suggesting individuals make choices about relationships by evaluating the personal rewards, costs, and expected profits/benefits involved in maintaining that relationship.
- 17. six views A theory that each person in a conversation has three views.
- 19. theory The concept that people consistently make sense of the world by assigning meaning and motives to others’ behaviors.
- 20. A tendency to defend one’s position from a competitive stance.
- 22. motive Situations where an individual’s goals are somewhat cooperative and somewhat competitive
- 23. Dilemma A classic game theory example using two criminals pitted against each other during police interrogation.
- 24. The end or desired condition.
- 25. conflict occurs that results an undesirable outcome for both parties or both outcomes so instead of addressing the conflict.
- 28. A theory that holds one’s personality and behavior are influenced by biological development rather than social development.
- 30. theory The idea that people make life choices based on a cost-benefit analysis of what better meets personal goals.
- 31. A relatively stable set of perceptions, values, attitudes, and beliefs an individual holds about oneself.
- 34. Providing reasons to support an assertion or claim.
- 35. A demand, proposed solution, or fixed outcome statement.
- 38. personality style.