Conflict And Negotiation

Conflict And Negotiation

Conflict And Negotiation 

“Working together isn’t always easy”

  • What should we know about dealing with conflict?
  • How can we negotiate successfully?

Dealing With Conflict

  • Conflicts can occur over substantive or emotional issues.
  • Conflicts can be both functional and dysfunctional.
  • Organizations have many sources of potential conflict.
  • People use different interpersonal conflict management styles.
  • Managers can use structural approaches to deal with conflicts in organizations.

Conflict

la disagreement over issues of substance and/or an emotional antagonism.

Substantive Conflict

disagreement over goals, resources, rewards, policies, procedures, and job assignments.

Emotional Conflict

results from feelings of anger, distrust, dislike, fear, and resentment, as well as relationship problems.

Functional Conflict

stimulates us toward greater work efforts, more creativity in problem solving, and even to cooperate more with others.

Dysfunctional Conflict

Is destructive and hurts task performance

Sources of Conflict Five Conflict Management Styles

  1. Avoidance or withdrawal
  2. downplaying disagreement, withdrawing, staying neutral at all costs
  3. Accommodation or smoothing
  4. giving in and smoothing over differences to maintain harmony
  5. Competition or authoritative command
  6. trying to win in active competition, or using authority to win by force
  7. Compromise
  8. bargaining for something “acceptable” so each party wins and loses a bit
  9. Collaboration or problem solving
  10. working through differences to solve problems so that everyone gains

Conflict Management Styles

When to use conflict management styles

  • Collaboration and problem solving is preferred to gain true conflict resolution when time and cost permit.
  •  Avoidance may be used when an issue is trivial, when more important issues are pressing, or when people need to cool down temporarily and regain perspective.
  •  Authoritative command may be used when quick and decisive action is vital or when unpopular actions must be taken.
  • Accommodation may be used when issues are more important to others than to yourself or when you want to build “credits” for use in later disagreements.
  • Compromise may be used to arrive at temporary settlements of complex issues or to arrive at expedient solutions when time is limited.

Outcomes of Conflict

  • Lose-lose
  • no one achieves his or her true desires and the underlying reasons for conflict remain unaffected.
  • Competition
  • uses force, superior skill, or domination to win a conflict.
  • Compromise
  • occurs when each party to the conflict gives up something of value to the other.
  • Win-lose
  • one party achieves its desires and the other party does not.
  • Collaboration 
  • involves working through conflict differences and solving problems so everyone wins.
  • Win-win
  • the conflict is resolved to everyone’s benefit.

Successful negotiation 

  • Negotiation is a process of reaching agreement.
  • Negotiation can be approached in distributive or integrative ways.
  • Integrative agreements require commitment, trust, and information.
  • Successful negotiation should meet high ethical standards.
  • Negotiators should guard against common negotiation pitfalls.
  • Mediation and arbitration are forms of third-party negotiations.

lNegotiation

the process of making joint decisions when the parties involved have alternative preferences

Substance Goals

focus on outcomes.

Relationship Goals

focus on people’s relationships and interpersonal processes.

Distributive Negotiation

focuses on win-lose claims made by each party for certain preferred outcomes.

Integrative Negotiation

luses a win-win orientation to reach solutions acceptable to each party.

lFour Criteria of Effective Negotiation

l1. Quality

getting a “wise” agreement satisfactory to all sides

2. Cost

being efficient, using minimum resources and time

3. Harmony

acting to strengthen rather than weaken relationships

4. Implementation

gaining real commitments to live up to agreements

lThird Party Negotiation

Mediation

a neutral party tries to help conflicting parties improve communication to resolve their dispute.

Arbitration

a neutral third party issues a binding decision to resolve a dispute

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