Conflict, Politics, and Negotiation

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Conflict, Politics, and Negotiation

• Conflict
• A process in which one party consciously
  interferes in the goal achievement efforts of
  another party.

2
Conflict

• It is a natural phenomenon of organizational life
  and it cannot be completely eliminated
• and
• if we could we probably wouldnt want to

3
Conflict

• It can stimulate creativity, innovation, and
  change by challenging the status quo.

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Sources of Conflict

• Communication Differences
• Structural Differentiation
• Personal Differences

5
Conflict Management

• The application of resolution and stimulation
  techniques to achieve the optimum level of
  departmental conflict.

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Conflict Resolution Techniques

• Avoidance
• The desire to withdraw from or suppress a
  conflict.
• Accommodation
• The willingness of one party in a conflict to
  place the opponents interests above his or her
  own.

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Conflict Resolution Techniques

• Forcing
• The desire to satisfy your own needs at the
  expense of the other party.
• Compromise
• A situation in which each party to a conflict is
  willing to give up something of value.

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Conflict Resolution Techniques

• Collaboration
• A situation where the parties to a conflict each
  desire to satisfy fully the concerns of all
  parties.

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Techniques for Stimulating Conflict

• Use Communication
• Bring in Outsiders
• Restructure the Department
• Appoint a Devils Advocate

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Understanding Organizational Politics

• Politicking is the actions you can take to
  influence , or attempt to influence, the
  distribution of advantages and disadvantages
  within your organization.

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Why is There Politics?

• Organizations are made up of individuals and
  groups with different values, goals, and
  interests and all of them are competing in
  confined environments for limited resources.
  Conflict is a natural by-product.

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Why is There Politics?

• In the real world of organizations, the good guys
  dont always win.
• Demonstrating openness, trust, objectivity,
  support, and similar humane qualities in
  relationships with others doesnt always lead to
  improved supervisory performance.

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Why is There Politics?

• There will be times when, to get things done or
  to protect your interests against the maneuvering
  of others, youll have to engage in politicking.

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What are the Ethics of Playing Politics

• Political action is not necessarily unethical.
  Ask these questions
• First is the political action motivated by
  self-serving interests to the exclusion of the
  organizations goals?

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What are the Ethics of Playing Politics

• Second does the political action respect the
  rights of the individuals affected?
• Third is the political activity fair and
  equitable?

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Assessing the Political Landscape

• The Organizations Culture
• Every organizations culture is different, and if
  a political strategy is to succeed, it must be
  compatible with the culture. (a system of shared
  meaning that guide actions)

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Assessing the Political Landscape

• The Power of Others
• Power is differentialon some issues, a person
  may be very powerfulon others that same person
  may be relatively powerless. To optimize ones
  effectiveness it will be necessary to sort this
  out.

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A Political Primer

• Frame arguments in terms of organizational goals
• Develop the right image
• Gain control of organizational resources

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A Political Primer

• Make yourself appear indispensable
• Be Visible
• Get a mentor
• Support your boss

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A Political Primer

• Develop powerful allies
• Avoid tainted members

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Negotiation

• A process in which two or more parties who have
  different preferences and priorities must make a
  joint decision and come to an agreement.

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Negotiation

• There are two general approaches to negotiation
• Distributive Bargaining
• and
• Integrative Bargaining

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Distributive Bargaining

• A negotiating process that operates under
  zero-sum conditions any gain made is at the
  expense of the other person, and vice versa.

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Integrative Bargaining

• A negotiating process that operates under the
  assumption that there is at least one settlement
  that can create a win-win solution.

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Developing Negotiation Skills

• Consider the other parties situation
• Have a concrete strategy
• Begin with a positive overture

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Developing Negotiation Skills

• Address problems not personalities
• Pay little attention to initial offers
• Emphasize win-win solutions