Managing Conflict and Negotiation

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Presentation transcript:

Managing Conflict and Negotiation Chapter 14 Managing Conflict and Negotiation Conflict: A Modern Perspective Types of Conflict Managing Conflict Negotiation Conflict Management and Negotiation: A Contingency Approach

14-2 Conflict Conflict One party perceives its interests are being opposed or set back by another party Functional Conflict serves organization’s interests Dysfunctional Conflict threatens organization’s interests McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved.

The Relationship between Conflict Intensity and Outcomes 14-3 Figure 14-1 The Relationship between Conflict Intensity and Outcomes Positive Outcomes Neutral Too little conflict Appropriate conflict Too much conflict Negative Low Moderate Intensity High McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved.

Types of Conflict Personality – interpersonal opposition based on personal dislike and/or disagreement Intergroup – conflict among work groups, teams, departments Cross-cultural – occurs between or among members of different cultures

Managing Conflict Interventions that alter the level and form of conflict in ways that maximize its benefits and minimize its dysfunctional consequences Not always reduction or removal of conflict Can involve stimulating functional conflict Devil’s advocacy approach Dialectic method

Five Conflict-Handling Styles 14-15 Figure 14-4 Five Conflict-Handling Styles Integrating Obliging High Compromising Concern for Others Dominating Avoiding Low High Low Concern for Self McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved.

Alternative Dispute Resolution (ADR)Techniques 14-18 Alternative Dispute Resolution (ADR)Techniques Alternative Dispute Resolution (ADR) avoiding costly lawsuits by resolving conflicts informally or through mediation or arbitration Facilitation Conciliation Peer review Ombudsman Mediation Arbitration McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved.

14-19 Negotiation Negotiation give-and-take process between conflicting interdependent parties Distributive negotiation: Single issue; fixed-pie; win-lose. Integrative negotiation: More than one issue; win-win. McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. All rights reserved.