Conflict Management

Chapter 1 & 2

Instructor: Maria Saleem

 Negotiation

 Negotiation is an effort to influence or persuade.

 All human interaction is negotiation. Negotiation is the process of interacting

with a goal and encompasses conflict management and resolution.

 Not everything is negotiable. Not everything should be negotiated.

 Components of Negotiation

 Individual personalities
 Interests
 Goals
 Needs
 Values
 Perceptions
 Power
 Substantive issues
 Alternatives
 Context
 Communication
 persuasion
 How To Effectively Negotiate

 Know yourself
 Understand the process of conflict and negotiation
 Control yourself
 Do what feels natural for you
 Critical thinking
 Creativity
 Self assessment
 Study
 Application of knowledge
 Practice
 PERSONALITY
 Why it is important to know your personality?
 Defining personality: one size does not fit all
 Jungian personality preferences
 Learning styles: what you see and how you know?
 Creativity
 Charisma
 Emotional intelligence
Why it is important to know your
personality?
 Every man has three characteristics:
 Which he exhibits
 Which he has
 Which he think he has

 People interact in negotiations

 Hence, it is difficult to separate the human interactions
 Why it is important to know your
personality?
 The negotiation success depends upon:
 Accurate understanding of and use of your unique
personality types
 Style of interaction
 An accurate perception
 Understanding of others personality types and styles

 Knowing yourself is a prerequisite to knowing others

 Defining personality: one size
does not fit all
 Personality can be defined as, “the dynamic, developing
systems of an individual’s distinctive emotional, cognitive
and spiritual attributes.”
 Personality changes or can change over the life span
 Every one has the power and ability to develop traits,
characteristics and aspects of himself.
 Moreover, behavior occurs relative to circumstances.
 Culture also affects development of certain personality
characteristics.
 Locus of control
 Exercise
 Think of three time recently when things did not go your
way or did not turn out as well as you had hoped.
 Write down each one
 Next, consider the first incident:
 What is your immediate thought to explain the
disappointing outcome?
 Do not think long about this.
 Simply record your first thought
 Do the same with incident 2 and 3
 Locus of control
 The term locus of control is used to describe the extent to
which a person believes she/he is the master of what
happened to her/him.

 Those who believe that they are in control are said to

have an internal locus of control.

 While those who believe that what happened to them is

the result of happenstance or the action of others are said
to have an external locus of control.

 You do not have to believe that you are the master of all
things.
 Self monitoring
 Self monitoring is the term used to describe an
individual’s ability to adapt or change behavior based on
the circumstantial situational factors.
 It is also possibly related to emotional intelligence

 People with high degree of self monitoring adjust their

behaviors to suit the people, circumstances and
situations.
 However, people with low degree of self monitoring
remains consistent in their conduct, expressed attitude
and behavior.
Competitiveness and types A and B
 Do you eat rapidly?
 Do you walk rapidly?
 Do you often focus on obstacles?
 Do you find relaxation difficult?

 If you answer most of these questions than you have type

A personality
 Otherwise type B
Competitiveness and types A and B

 Competitiveness is a characteristic most often associated

with type A personalities

 It is common for type A individuals to have a high level of

competitiveness.
 Needs for achievements, power
and affiliations
 Those with the high need for achievement are driven to
excel.

 They also need to seek responsibility

 Wanting credit for solutions
 They seek feedback
 High achievers are typically moderate risk takers.
 Needs for achievements, power
and affiliations
 Those with the high need for personnel power seek power
over others.

 They seek to control or cause behaviors in others.

 However, social power in the power to enables others to

excel and the power to create a greater good.
 Needs for achievements, power
and affiliations
 Those with the high need for affiliation seek pleasant,
friendly interactions and relationships.

 They seek cooperation and mutual understanding.

 They need to move away from competitive interactions.

 Machiavellianism

 Machiavellianism is named for Niccolo Machiavellianism

and seems to be closely related to values and ethics.

 It is the name used to measure the extent of ones

motivation for personnel gain.

 A high level of Machiavellianism is related to manipulative

and deceptive behaviors.
Jungian personality preferences
 Jung (1968) analyzed four dimensions of personality:

 Personnel source of energy

 Our manners of taking in information
 Our styles of processing information or making decisions
 Our style of structuring or interacting with the outside
world
Jungian personality preferences

 Jung’s terms for the two preferences in each

dimensions are:

 Extroversion and introversion

 Sensing and intuiting
 Thinking and feeling
 Perceiving and judging
Jungian personality preferences

 Personnel source of energy (Extroversion and introversion )

Extrovert Introvert
Sociability Territoriality
Interactions Concentration
External Internal
Breadth Depth
Extensive Intensive
Multiple relationships Depth
External events Intensive
Gregarious Limited relationships
Speak then think Reflective
Jungian personality preferences

 Thinking information (Sensor and Intuitor )

Sensor Intuitor
Literal Interpretative
Present Future
Tangible Theoretical
Perspiration Inspiration
Concrete Abstract
Sequential Multiple
Fact Fantasy
Specific General
Practicality Ingenuity
Jungian personality preferences

 Processing information (Thinker and Feeler )

Thinker Feeler
Objective Subjective
Firm minded Fair hearted
Rules Circumstances
Absolution Persuasion
Just Humane
Clarity Harmony
Critical Empathetic
Policies Values
Detached Involved
Jungian personality preferences

 Structuring or interacting with outside world (Perceiver and Judger)

Perceiver Judger
Pending Firm
Indefinite Decided
Flexible Fixed
Adapt Control
Defer Complete
Respond Anticipate
Random Structured
Tentative Definitive
Spontaneous Planned
 Learning styles: what you see
and how you know?
 Learning may be defined as the process of acquiring a
relatively permanent change in understanding, attitude,
knowledge, information, ability and skills.

 Accommodators learn best by hands on activity by doing.

 These take information primarily through their senses and
apply it concretely.
 An accommodator would learn to play tennis by simply
picking up a racket and going for it.
 Learning styles: what you see
and how you know?
 Divergers also take information primarily through their
senses but they reflect on the information.
 Seeking meaning rather than concrete application.

 Divergers may learn to play tennis by understanding of

how to play?
 Learning styles: what you see
and how you know?
 Convergers take information through abstract
conceptualization and they apply it in active concrete
experience.
 They learn by thinking and than doing.
 Convergers can learn to play tennis by first reading an
instruction book.
 Learning styles: what you see
and how you know?
 Assimilators take information through abstract
conceptualization and process the information
reflectively.
 Seeking meanings, interrelationships and integration.

 Assimilators can learn to play tennis by reading and

thinking about it and visualizing the play.
 Creativity

 Creativity is the ability to see what others do not see.

 It is a right brain function.

 Persons who are Intuitor, assimilators and Divergers may

find it easier to develop their creativity.
 Charisma

 Charisma is the personnel force that draw people that

causes people to like, admire and agree.
 Emotional intelligence

 The term emotional intelligence is used to describe an

individual’s ability to excel in human interactions.

 The development of self knowledge, self management,

self motivation and empathy will increase your emotional
intelligence.