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Managing Conflict and Negotiation

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Explain five interpersonal conflict-handling strategies and the conditions for their use. ... Time warp. Ultimatums. Good cop, bad cop. Common win-lose strategies ... – PowerPoint PPT presentation

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Title: Managing Conflict and Negotiation


1
Managing Conflict and Negotiation
  • Chapter 11

2
Topic Outline
  • Describe the four basic levels of conflict in
    organizations
  • Explain five interpersonal conflict-handling
    strategies and the conditions for their use.
  • Discuss the bargaining and negotiation strategies.
  • State several of the unique aspects and
    recommendations for negotiating across cultures.

3
Definitions and Causes of Conflict
  • Conflict process where one party perceives that
    another party has taken or will take actions that
    are in opposition to ones own interests
  • Causes
  • Incompatible goals, beliefs, or priorities
  • Interdependence with other people/groups/organizat
    ions
  • Competition for scarce resources
  • Power differences
  • Emotions and attitudes (grudges, distrust,
    suspicion, aggressiveness, avoidance, etc.)

4
Conflict Process
Latent Conflict
Perceived Conflict
Felt Conflict
Manifest Conflict
Conflict Aftermath
Sources that provide potential for conflict
Cognitive understanding
Emotional expression
Deliberate behavior to block others
Future effects
5
Levels of Conflict
Intergroup
Intragroup
Interpersonal
Intrapersonal
6
Types of Intrapersonal Conflict
  • Approach-approach conflict
  • An individual must choose between two or more
    alternatives, each of which is expected to have a
    positive outcome
  • Avoidance-avoidance conflict
  • An individual must choose between two or more
    alternatives, each of which is expected to have a
    negative outcome
  • Approach-avoidance conflict
  • An individual must decide whether to do something
    that is expected to have both positive and
    negative outcomes

7
Interpersonal Conflict
Role Senders
Focal Person
  • Role expectations
  • Perceptions of focal persons behaviors
  • Evaluations
  • Role messages
  • Role pressures
  • Perception of messages and pressures
  • Role conflict
  • Role ambiguity
  • Response
  • Coping efforts
  • Compliance

Definition when two or more people see that
their attitudes, ideas, behaviors, goals, etc.
are in opposition
8
Different Types of Role Conflict
  • Intrasender role conflict
  • Different messages and pressures from a
    singlemember of the role set are incompatible
  • Intersender role conflict
  • Messages and pressures from one role
    senderoppose those from one or more other senders

9
Different Types of Role Conflict
  • Interrole conflict
  • Role pressures associated with membershipin one
    group are incompatible with thosestemming from
    membership in other groups
  • Person-role conflict
  • Role requirements are incompatible with thefocal
    persons own attitudes, values, or viewsof
    acceptable behavior

10
Intra-group Conflict
Disputes among some or all of a groups members,
which often affect a groups dynamics and
effectiveness
These conflicts can be focused on goals, means,
or personal incompatibility
Sometimes there is not enough conflict and
groupthink results
11
Managing Interpersonal and Intra-group Conflict
Assertive
Forcing
Collaborating
Concernfor Self
Compromising
Avoiding
Accommodating
Unassertive
Uncooperative
Concern for Others
Cooperative
Take inventory on pp. 318-320
12
Avoiding Style Perhaps Use When
  • Issue is of minor or passing importance
  • Insufficient information to effectively deal with
    the conflict
  • Low power relative to the other party
  • Others can more effectively resolve the conflict
    more effectively

13
Forcing Style Perhaps Use When
  • Emergencies requiring quick action
  • Unpopular actions must be taken for long-term
    organizational effectiveness and survival
  • Self-protective action is needed

14
Accommodating Style Perhaps Use When
  • Need to defuse a potentially explosive emotional
    conflict situation
  • Short-run need to keep harmony and avoid
    disruption
  • Conflict is primarily based on personality and
    cannot be easily resolved

15
Compromise Style Use When
  • Agreement enables each party to be better off, or
    at least not worse off, than without an agreement
  • Achieving a total win-win agreement is not
    possible
  • Conflicting goals block agreement on one persons
    proposal

16
Collaborating Style Use When
  • High level of cooperation is needed
  • Sufficient parity exists in power of conflicting
    parties
  • Potential for mutual benefits, especially over
    long run
  • Sufficient organizational support to take the
    time and energy for collaboration

17
Inter-group Conflict
Opposition, disagreements, and disputes between
groups and teams.
  • Resolution usually involves the use of structural
    mechanisms to improve coordination and
    integration of units, such as
  • Plans and super-ordinate goals
  • Linking roles or common supervisor
  • Buffering roles or inventories
  • Task forces or integrating units

18
Managing Conflict and Inter-group Relations
  • Apply methods to deal with different attitudes
    and emotions between parties
  • Confrontation Meetings
  • Third Party Interventions (mediation and
    arbitration)
  • Teach parties appropriate conflict management
    problem solving, and negotiation techniques

19
Bargaining and Negotiation
  • Are you a hard bargainer?
  • Bargaining Forcing - Accommodation
  • Position-based or distributive negotiation
  • Are you a problem solver?
  • Problem solving Collaboration Avoiding
  • Interest-based negotiation (also called
    principle-based negotiation or Getting to Yes)

20
Distributive Negotiations Strategy
I want it all
Time warp
Common win-lose strategies
Ultimatums
Good cop,bad cop
Goal personally get as much as you can, no
desire to preserve relationships
21
Integrative Negotiations Strategy
Separate the people from the problem
Insist on using objective criteria
Dont forget To have a BATNA!
Focus on interests, not positions
Common win-win principles
Invent options for mutual gain
Goal wise outcome, efficiently determined,
long-lasting, and preservation of relationship
22
Negotiators Dilemma
Outcome Great for Person A Terrible for Person B
Outcome Mediocre for Person A Mediocre for
Person B
Distributive
STRATEGY OF PERSON A
Outcome Good for Person A Good for Person B
Outcome Terrible for Person A Great for Person B
Integrative
Integrative
Distributive
STRATEGY OF PERSON B
Source Adapted from Anderson, T. Step into my
parlor A survey of strategies and techniques for
effective negotiation. Business Horizons,
May-June 1992, 75.
23
Skilled vs. Average Negotiators
24
Negotiation Across Cultures
  • Negotiating Attitude

Win-Win to Win-Lose
  • Personal Style

Formal to Informal
  • Communication Style

Direct to Indirect
  • Agreement Form

General to specific
See Table 11.3 for country examples
25
Specific Cases Russians
  • Appeal to ideals, not fact or emotion
  • Make few concessions
  • View counterparts concession making as weak and
    almost never reciprocate
  • No continuing relationship with other party
    expected
  • Present extreme initial positions
  • Ignore deadlines
  • Usually have limited authority

26
Specific Cases Arabs
  • Appeals to emotions and feelings
  • Make concessions throughout the bargaining
    process
  • Almost always reciprocate counterparts
    concession
  • View the relationship as long term
  • Have broad authority
  • Have extreme initial positions
  • Deadlines are casual

27
Specific Cases Americans
  • Factual appeals based on logic and objectivity
  • Small concessions made early to establish
    relationship
  • Usually reciprocate counterparts concessions
  • View relationship as short term
  • Have broad authority
  • Make moderate initial positions
  • Deadlines are important
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