Scribd
Upload
14 views

Conflict Negotiation

The document discusses conflict and negotiation. It defines conflict and outlines the stages of conflict from potential opposition to outcomes. It also discusses functional and dysfunctional outcomes of conflict. The document then discusses negotiation, defining it and outlining types of negotiation strategies. It discusses factors that help negotiations succeed and provides tips for negotiating.

Uploaded by

Ambuj Chaturvedi
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
14 views

Conflict Negotiation

The document discusses conflict and negotiation. It defines conflict and outlines the stages of conflict from potential opposition to outcomes. It also discusses functional and dysfunctional outcomes of conflict. The document then discusses negotiation, defining it and outlining types of negotiation strategies. It discusses factors that help negotiations succeed and provides tips for negotiating.

Uploaded by

Ambuj Chaturvedi
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
You are on page 1/ 24

Conflict and Negotiation

What is a Conflict

Is a process that begins when one party perceives


that another party has negatively affected, or is
about to negatively affect, something that the first
party cares about.
Transitions in Conflict Thought

Traditional
View
Human
Interactionis
Relation
t
s
View
View
Functional Versus
Dysfunctional Conflict

Task Conflict

Relationship Conflict

Process Conflict
The Conflict Process
Stage I Stage III Stage V
Potential Opposition Intentions Outcomes
Antecedent Conditions: Conflict-Handling
• Communication Increased
Intentions:
• Structure • Competition Group
• Personal Variables • Collaboration Performance
• Accommodation
• Avoidance
• Compromise
Decreased
Group
Overt Conflict: Performance
Perceived Felt
• Party’s Behavior
Conflict Conflict
• Other’s Reaction

Stage II Stage IV
Cognition and Personalization Behavior
Stage 1: Opposition or
Incompatibility

Communication

Structure

Personal Variables
Cognition and
Personalization
Stage II Phases

Perceived Felt
Conflict Conflict
Stage III: Conflict-Handling Intentions
Assertiv

Competing Collaborating
Assertiveness

Compromising
e
Unassertiv

Avoiding Accommodating

Uncooperative Cooperativ
Cooperativeness e
Stage IV: Behavior and Conflict Intensity
Annihilator Overt efforts to destroy the other party
y
Conflict
Aggressive physical attacks

Threats and
ultimatums

Assertive verbal attacks

Overt questioning or challenging of


others

No Minor disagreements or
Conflict misunderstandings
Stage V: Functional Outcomes

Improve quality of decisions

Boost innovation and creativity

Allow for interest and curiosity

Vent problems and tensions

Promote self-evaluation
Stage V: Dysfunctional Outcomes

• Impede communication

• Reduce cohesiveness

• Replace goals with infighting

• Halt group functioning

• Threaten group survival


Conflict Resolution Techniques

Superordinat
Problem Resource
e
Solving Expansion
Goals

Avoidance Smoothing Compromise

Authoritative Human Structural


Command Variables Variables
Negotiation
What is negotiation?
Negotiation takes place when two or more people, with
differing views, come together to attempt to reach
agreement on an issue. It is persuasive communication or
bargaining.

“Negotiation is about getting the best possible deal in the


best possible way.”
Types of negotiation
Distributive negotiation (win-lose)
Integrative negotiation (win-win)
The Two Types of
Negotiating Strategies
Bargaining Distributive Integrativ
Characteristics Bargaining e
Bargaining
• Available Resources • Fixed Amount • Variable Amount

• Primary Motivations • I Win, You Lose • I Win, You Win

• Primary Interests • Opposed • Congruent

• Focus of • Short-Term • Long-Term

Relationships
What have you negotiated?
What have you successfully negotiated ?

What factors helped enable your success?


The Bargaining Zone
Party A’s Party B’s
Aspiration Settlement Aspiration
Range Range
Range

Party A’s Party B’s Party A’s Party B’s


Target Point Resistance Resistance Target Point
Point Point
The Process of Negotiation
Clarification
Preparation
and
and Planning
Justification

Closure and
Implementation

Bargaining and
Definition of
Problem
Ground Rules
Solving
Negotiation Issues

Gender Personal Cultural


Differenc ity Differenc
es Traits es
Mediator

Arbitrator
Third-Party
Negotiation
Conciliator

Consultant
Factors for success
◦ Legitimacy of your case
◦ Confidence in presenting it
◦ Courtesy to the other party
◦ Adaptation to the other party’s style
◦ Rapport
◦ Incentives and trade offs
◦ Research the bigger picture
Tips
Aim high to begin with – easier to lose ground than gain
Give concessions ‘reluctantly’
Break down complex deals
Language:
◦ Make proposals with open questions such as:
◦ “what would happen if we…?”
◦ “suppose we were to…”
◦ “what would be the result of?”
◦ Dealing with stone-walls: “what would need to happen for you to be
willing to negotiate over this?”

Always get agreement in writing


Is it unethical to lie or deceive
during negotiations?

You might also like