Conflict and Negotiation

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Conflict and Negotiation

• I dont want any yes men around me. I want
  everybody to tell me the truth even if it costs
  their job

S. Goldwyn
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Conflict

• Traditional View harmful and must be
  avoided
• Human relation View natural and ineveitble
  out comes in any group

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Conflict

• - Interactionist View a positive force in
  a group and it is absolutely necessary for
  a group to perform
• effectively

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Conflict

• - Functional conflict supports the goals
  of the group and improve its performance

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• Value
• Functional conflict Task conflict
• Process
  conflict
• Defunctional conflict Relationship
  conflict

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• Communication
• Causes or Sources Information
• of Structure
• Conflict Change
• Goal
• Personal
  Variables

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Levels of Conflict

• Intrapersonal conflict
• Interpersonal conflict
• Intergroup conflict
• Interorganizational conflict

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Conflict Handling Intention

• Competing - to satisfy ones interests
• Collaborating to satisfy the concerns of
  all parties

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Conflict Handling Intention

• Avoiding - to withdraw from a conflict
• Accommodating to place the opponents
  interests above his or her own

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Conflict Resolution Techniques

• Problem Solving
• Superordinate goals
• Expansion of resources
• Avoidance

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Conflict Resolution Techniques

• Smoothing
• Compromise
• Authoritative Command
• Altering the structural variables
• Altering human variable

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Conflict Stimulation Techniques

• Communication
• Bringing Outsiders
• Restructuring the organization
• Appointing a devils advocate

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Conflict Management Techniques
Avoidance Lose
Lose conflict Accommodating or
Smoothing

Compromise
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Conflict Management Techniques
Win-Lose Conflict Competition
Authoritative
Command
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Conflict Management Techniques
Win-Win Conflict Collaborative
Problem Solving
Altering human
variable Altering
structural variables
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Bargaining

• Distributive Characteristic
• Fix amount of resources
• I win, you lose
• Opposed to each other
• Short term

• Integrative
• Characleristic
• Variable amount of resources
• I win, you win
• Convergent to each other
• Long term

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Negotiation Process
1. Preparing and Planning 2. Definition of Ground
rules 3. Clarification and justification 4.
Bargaining and Problem Solving 5. Closure and
Implementation
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Issues in Negotiative

• Information
• The Role of Personality Trait
• Gender difference
• Cutural difference

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Issues in Negotiation

• Third Party Negotiations

• mediator
• arbitrator
• consultant