Conflict and Negotiations

Dr. Neera Singh

 Flow of the content
 What is Conflict
 Types of Conflict
 Process of Conflict Resolution
 Negotiation
 Types of Negotiations
 Negotiations Process
 Conflict
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.
 If no one is aware of a conflict, then it is generally agreed no conflict exists.
 Also needed to begin the conflict process are opposition or incompatibility
and interaction.
 Categories of Conflict

 Contemporary perspectives differentiate types of conflict based on their effects.

 Functional conflict supports the goals of the group and improves its
performance.
 Conflicts that hinder group performance are dysfunctional or destructive
forms of conflict.
CONFLICT & PERFORMANCE

Exhibit 14-1 Conflict and

Unit Performance from
 Three Types of Conflict and Three Loci of Conflict

 Types of Conflict
 Researchers have classified conflicts into three categories:
 Task conflict relates to the content and goals of the work.
 Relationship conflict focuses on interpersonal relationships.
 Process conflict is about how the work gets done
Three Types of Conflict and Three Loci of Conflict
 Loci of Conflict
 Another way to understand conflict is to consider its locus, or
where the conflict occurs.
 There are three basic types:
 Dyadic conflict is conflict between two people.
 Intragroup conflict occurs within a group or team.
 Intergroup conflict is conflict between groups or teams.
Outline the Conflict Process
Exhibit 14-2 The Conflict Process
The Causes of Conflict

 Resource Scarcity
 Power, money, information, advice, praise
 Beneficial versus Detrimental Effects
Conflict Handling techniques

 
 NEGOTIATIONS

 Negotiation is a process that occurs when two or more

parties decide how to allocate scarce resources
Negotiation

 Basic Concepts
 Best Alternative to Negotiated Agreement (BATNA): result of
walking away from negotiation
 Reservation price
 Aspiration level
 Bargaining zone
Negotiation

 The Distributive Dimension

 Allocation, or distribution, of some resources
 Resolving often entails compromise by both parties
 “Dividing the ‘Pie’” of resources
Negotiation

 The Integrative Dimension

 One party gains without other party losing
 Mutually beneficial decisions through a cooperative
problem-solving approach
 “Expanding the ‘pie’” of resources
Negotiation

 The Mixed-Motive Nature

 Balancing cooperative and competitive behavior
 “Enlarge the ‘pie’” of resources
Negotiation

 Compatible Issues
 Parties have same preferences
 Parties often do not know they have same preferences
Negotiation

 Multiparty Negotiations
 Involve three or more parties
 Characterized by complexity

 Interpersonal complexity
 Issue complexity
Negotiation

 Preparing to Negotiate
 BATNA
 Reservation price
 Identify discuss topics
 How many negotiators other party brings
 Importance of relationship
 Time constraints