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CH. 1-4

Horizontales
Goals around tangible resources.
A theory that models the outcomes of conflict based on choices made by players through a rational process.
Issues that have potential for conflict that the parties do not yet perceive to be a problem.
The idea that people make life choices based on a cost-benefit analysis of what better meets personal goals.
Explanations that focus on the communication that occurs between people in conflict rather than on an individual or internal processes.
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.
Deeply seated beliefs and core ideas about right and wrong.
In negotiation, a party’s desired means of how an event should happen or a negotiation should proceed.
An interaction theory advanced by Delia and others, that holds individuals create meaning and interpret reality through a series of personal constructs or schemas.
Conflict that moves toward positive outcomes.
The literal dictionary definition of a word.
The view that through interest-based negotiations the needs of all parties can be met to some extent
Conflicts caused by misinterpretations and misinformation.
An individualized reaction to a word derived from one’s personal association or experience with it.
Ultra argumentativeness using personal attacks, name-calling, and other aggressive tactics.
A tendency to defend one’s position from a competitive stance.
The general conversational area in which a conflict issue may be embedded.
A demand, proposed solution, or fixed outcome statement.
Providing reasons to support an assertion or claim.
Verticales
A need that drives a goal.
Attribution that assigns motive to factors external to the individual, such as the environment or outside circumstances.
Conflict that moves toward destructive outcomes.
Goals held by individuals at the beginning of a conflict.
A theory that holds one’s personality and behavior are influenced by social development as opposed to biological development.
Cultural style or tactic of response to conflict by complying with the other’s wishes.
A state where one thing or person requires another thing or person to meet goals.
The literal dictionary definition of a word.
A party’s preference for the depth or type of connection to another person.
A conflict management technique that requires disputants to attend to the changes to be made in the existing circumstances instead of focusing on past events, previous problems, or root causes.
Developed by Lewin and others; the theory suggests there are types of forces that drive conflict and forces that restrain conflict.
The public or private image one holds about oneself
The end or desired condition.