Conflict & Negotiation By Daniel Damaris Novarianto S. Conflict & Negotiation

Definition of 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

Transition in Conflict Traditional Views Interactionist Views Functional

The Evidence to Look Conflict Task conflict relates to the content and goals of the work Relationship conflict focuses on interpersonal relationships Process conflict relates to how the work gets done

Relation Between Conflict and Organization Performance

Relation Between Conflict and Organization Performance (cont.)

The Conflict Process

The Overt Conflict

Conflict-Stimulating Techniques

Conflict-Resolution Techniques

Dimensions of Conflict-Handling Intentions

Overview of Conflict

Negotiation A process in which two or more parties exchange goods or services and attempt to agree on the exchange rate for them

Negotiation (cont.) Negotiation Distributive Bargaining. Integrative

Distributive Vs Integrative Bargaining

Staking Out the Bargaining Zone

Negotiation Process

Individual Differences in Negotiation Effectiveness Personality Traits Moods/Emotion Culture Gender

Third Party Negotiation Mediator is a neutral third party who facilitates a negotiated solution by using reasoning and persuasion, suggesting alternatives, and the like Arbitrator is a third party with the authority to dictate an agreement. Arbitration can be voluntary (requested by the parties) or compulsory (forced on the parties by law or contract)

Third Party Negotiation (cont.) Conciliator is a trusted third party who provides an informal communication link between the negotiator and the opponent

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