McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc., All Rights Reserved.

Exercise 17-1

Exercise 17-2

Characteristics of the Self-Fulfilled Person Rate yourself on the following characteristics. Circle the number that best represents your current status (1 is low, 10 is high) Acceptance of self and others 2. Accurate perception of reality Close relationships Personal autonomy (independence) Goal-directedness; achievement orientation Naturalness (spontaneity) Need for privacy Orientation toward growth and new experience Sense of unity with nature Sense of brotherhood with all people Graphic Designed by MACCS Consulting Service, ©2002

PART SIX UNDERSTANDING PEOPLE UNIT EIGHTEEN THE ART OF PERSUASION (2 OVERHEADS) McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc., All Rights Reserved.

Exercise 18-1

Exercise 18-2

Defining conflict Conflict occurs when two opposing parties have interests or goals that appear to be incompatible

Defining conflict Strong differences in values,beliefs or goals Have high levels of task or lateral independence Are competing for scarce resources or rewards Are under high levels of stress Face uncertain or incompatible demands = role ambiguity and role conflict

Possible effects of Conflict Positive effects Increased effort Feelings get aired Better understanding Impetus for change Better decision- making Key issues surface Critical thinking stimulated Negative effects Reduced productivity Decreased communication Negative feelings Stress Poor decision making Decreased coal operation Political backstabbing

Conflict resolution strategies Competition – reflects a desire to achieve one’s own ends at the expense of someone else. This is domination, also known as when blues orientation

Conflict resolution strategies Accommodation – reflects a mere image of competition, entirely getting into someone else’s concerns without making any effort to achieve one’s own ends. This is a tactic of appeasement.

Conflict resolution strategies Sharing – is an approach that represents a compromise between domination and appeasement. Both parties give up something, yet both parties get something. Both parties are moderately, but incompletely satisfied.

Conflict resolution strategies Collaboration – reflects an effort to fully satisfy both parties. This is a problem- solving approach that requires the integration of each party’s concerns.

Conflict resolution strategies Avoidance – involves indifference to the concerns of both parties. It reflects a withdrawal from or neglect of any party’s interests

McGraw-Hill/Irwin © 2003 The McGraw-Hill Companies, Inc., All Rights Reserved.