Conflict

&
Negotiation
 Conflict

• 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
• Traditional view of conflict
 The belief that all conflict is harmful and must be avoided
• Interactionist view of conflict
 The belief that conflict is not only a positive force in a
group but also an absolute necessity for a group to perform
effectively
 Types of conflict

• Functional conflict
 Conflict that supports the goals of the group and improves
its performance
• Dysfunctional conflict
 Conflict that hinders group performance
• Relationship conflict
 Conflict based on interpersonal relations
• Process conflict
 Conflict over how work gets done
 The Conflict Process

Ranjana Dureja Faculty

(LJMBA)
 The conflict process
• Stage 1 Potential opposition or incompatibility
 It may be because of communication, structure and personal variables
• Stage 2 Cognition and personalization
• Perceived conflict
 Awareness by one or more parties of the existence of conditions that create
opportunities for conflict to arise
• Felt conflict
 Emotional involvement in a conflict that creates anxiety, tension, frustration
• Stage 3 Intentions
 Competing - ( The best one wins )
 Collaborating – ( I win, You win )
 avoiding – ( No winners, No losers )
 accommodating – ( I lose, You win )
 compromising – ( You bend , I bend )
• Stage 4 Behaviour
• Stage 5 Outcomes
 Increased group performance
 Decreased group performance
 Negotiation

• A process in which two or more parties exchange goods or

services and attempt to agree on the exchange rate for them
 Negotiation Process

• Preparation and planning

• Definition of ground rules
• Clarification and justification
• Bargaining and problem solving
• Closure and implementation