1. Conflict
Definition:
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.

2. Conflict is the Result of…
Poor Communication
Lack of Openness and Trust between people
Misbehaviour between the Individuals
Failure of Managers to be Responsive to the need and aspiration of their employees.
Action and Reaction between Individuals

3. Different Views of Conflict
The Traditional View of Conflict
The Human Relations View of Conflict
The Interactionist View of Conflict

4. Traditional View Definition:
The belief that all conflicts are harmful and must be avoided.

5. Human Relations View
Definition:
The belief that Conflict is a Natural and Inevitable outcome in any group.

6. Interactionist View Definition:
The belief that Conflict is not only a Positive force in a group but that it is also an absolute necessity for a group to Perform Effectively.

7. Functional &dysfunctional conflict
Definition:
Conflict that supports the goal of the group and improves its performance.
Conflict that hinders group performance.

8. Interactionist Conflict includes..
Task Conflict
Relationship Conflict
Process Conflict

9. Conflict process Stage-I:Potential Opposition or Incompatibility
Stage-II:Cognition and Personalization
Stage-III:Intentions
Stage-IV:Behavior
Stage-V:Outcomes

10. Stage-I Includes…
Communication
Structure
Personal Variables

11. Stage-II Includes… Perceived Conflict:
Awareness by one or more parties of the existence of conditions that create opportunities for conflict to arise
Felt Conflict:
Emotional involment in a conflict that creates anxiety,tenseness,frustration or hostilty

12. importance of stage-II

13. Stage-III Intention
Definition:
decision to act in a given way.

14. Dimensions of Intention
Cooperativeness:
‘’The degree to which one party attempts to satisfy the other party’s concerns’’
Assertiveness:
‘’The degree to which one party attempts to satisfy the his or her own concerns’’

15. Five conflict-handling Intention
Competing (assertive & uncooperative)
Collaborating (assertive & cooperative)
Avoiding (unassertive & uncooperative)
Accommodating (unassertive & cooperative)
Compromising (midrange on both assertive & cooperative)

16. Stage-IV Stage-IV Includes
Behaviour:
Action & Reaction

17. Conflict Management:
‘’ The use of resolution and stimulation techniques to achieve the desire level of Conflict’’

18. Stage-V-Outcomes
Functional Outcomes
Dysfunctional Outcomes
Creating Functional Outcomes

19. Negotiation
A process in which two or more parties exchange goods and services and attempt to agree on the exchange rate for them
The terms Negotiation & Bargaining use Interchangeably…

20. Importance of Negotiation
To avoid Conflict
To find out an alternative
&
To improve Relation among the Employees

21. Two Approaches to negotiation
Distributive Bargaining:
Negotiation that seeks to divide up a fixed amount of resources; win/lose situation.
Example: A person at cars’ Showroom Negotiates with dealer.

22. The Term Fixed Pie…
The belief that there is only a set of amount of goods and services to be divided up between the parties.

23. Target point:
That defines what an individual would like to achieve…
Resistance Point:
which marks the lowest outcome that is acceptable

24. Integrative Bargaining
Negotiation that seeks one or more settlements that can create a win/win solution.
Which satisfies the concerns or interests of both the parties.

25. Example:
Negotiation between sales representative for a Women’s sportswear manufacturer and firm’s credit Manager

26. Negotiation Process Preparation & Planning:
Gather information & make Strategy.
Defining Ground Rules:
After making Strategy then parties define the Ground Rules.

27. Conti… Clarification & Justification Bargaining & Problem Solving
Closure & Implementation

28. Individual Difference in Negotiation Effectiveness

29. Factors Personality Traits in negotiation:
According to Assessments of the Personality-Negotiation relationship,personalty traits have no significant direct effect on Bargaining process or Negotiation outcomes.

30. Conti…. Moods/Emotions in Negotiation:
Do moods and emotions influence negotiation?

31. Conti….
Gender Differences in Negotiations:
Men & Women

32. Third Party Negotiation
A Mediator:
A neutral Third Party who facilitates a negotiation solution by using reasoning,persuation,and suggestion for alternatives.
Arbitrator:
A Third Party to a negotiation who has the authority to dictate an agreement.

33. Conti….
Conciliator:
A trusted third party who provides an informal communication link between the negotiator and the opponent.
Consultant:
An impartial third party,skilled in conflict management,who attempts to facilitate creating problem solving through communication and analysis.

34. Conflict & Culture
Cultural Difference in Negotiations