Conflict Resolution and Negotiation

CONFLICT RESOLUTION AND NEGOTIATION:
CAUSES OF CONFLICT IN THE WORKPLACE:

1. Vertical conflict – occurs between hierarchical levels
2. Horizontal conflict – occurs between persons or groups at the same hierarchical level
3. Line-staff conflict – involves disagreements over who has authority and control over specific matters
4. Role conflicts - occurs when the communication of task expectations proves inadequate or upsetting
5. Work-flow interdependencies – occur when people or units are required to cooperate to meet challenging goals
6. Domain ambiguities – occur when individuals or groups are placed in ambiguous situations where it is
difficult to determine who is responsible for what
7. Resource scarcity – when resources are scarce, working relationships are likely to suffer
8. Power or value asymmetries – occur when interdependent people or groups differ substantially from one another in
status and influence or in values.
CONFLICT MANAGEMENT RESOLUTION:

A. Indirect Conflict Management Approaches
1. Reduced interdependence - Used for adjusting level of interdependency when work-flow conflicts exist
Options: Decoupling, Buffering, Linking pins
2. Appeals to common goals a. Focusing the attention of potentially conflicting parties on one mutually desirable goal
b. Helping parties to recognize their mutual interdependence
3. Hierarchical referral a. Makes use of the chain of command for conflict resolution
Downside: - may not result in true conflict resolution
- possibility of inaccurate diagnosis of causes of conflict, resulting in only superficial
resolution
4. Alterations in the use of mythology and scripts

Scripts - are behavioral routines that become part of the organization’s culture
- prescribe ways of dealing with conflict
B. Direct Conflict Management Approaches
Based on the relative emphasis that a person places on assertiveness and cooperativeness:
1. Assertiveness – attempting to satisfy one’s own concerns
2. Cooperativeness – attempting to satisfy the other party’s concern
Direct Conflict Management Approaches:

1. Accommodation or smoothing - unassertive and cooperative
- letting the other’s wishes rule
- smoothing over differences to maintain superficial harmony
2. Compromise - moderate assertiveness and cooperativeness

- working toward partial satisfaction of everyone’s concern
- seeking acceptable rather than optimal solutions so that no one totally wins or loses
3. Competition and authoritative command

- assertive and uncooperative
- working against the wishes of the other party
- fighting to dominate in win/lose competition
- forcing things to a favorable conclusion through the exercise of authority
4. Collaboration and problem solving

- assertive and cooperative
-seeking the satisfaction of everyone’s concerns by working through differences
- finding and solving problems so everyone gains as a result
THE ISSUE OF WHO WINS?

Lose-lose conflict – occurs when nobody gets what he or she wants
Forms: Avoidance, accommodation or smoothing, and compromise
Win-lose conflict – one part achieves its desires at the expense and to the expulsion of the other party’s
desire
Forms: Competition and authoritative command
Win-win conflict – both parties achieve their desires

Forms: Collaboration or problem solving are forms of win-win conflict
NEGOTIATION - The process of making joint decisions when the parties involved have different
preferences
NEGOTIATION GOALS AND OUTCOMES:

Substance goals - outcomes that relate to content issue
Relationship goals - outcomes that relate to how well people involved in the negotiations and any
constituencies they represent are able to work with one another once the process is
concluded
Effective Negotiation - Occurs when substance issues are resolved and working relationships are maintained
or improved
Criteria for Effective Negotiation: Quality, Harmony, Efficiency
Organizational Settings for Negotiation: - Two-party negotiation

- Group negotiation
- Intergroup negotiation
- Constituency negotiation
Strategies Involved in Negotiation:

Distributive Negotiation - focuses on positions staked out or declared by the conflicting parties
- parties try to claim certain portions of the existing pie
Integrative Negotiation - sometimes called principled negotiation

- focuses on the merit of the issues
- parties try to enlarge the available pie
Gaining truly integrative agreements rests on:

Supportive Attitudes:
Integrative agreements require that each party must:
- Approach the negotiation with a willingness to trust the other party
- Convey a willingness to share information with the other party
- Show a willingness to ask concrete questions of the other party
Constructive Behaviors
Reaching integrative agreements depends on the negotiator’s ability to:
- Separate the people from the problem
- Focus on interests rather than positions
- Avoid making premature judgments
- Keep alternative creation separate from evaluation
- Judge possible agreements on an objective set of criteria or standards
Good Information
- Each negotiation party must know what he or she will do if an agreement can’t be reached
- Each party must understand the relative importance of the other party’s interests
Third Party Roles in Negotiation:

Arbitration - a third party acts as a “judge” and has the power to issue a decision that is binding on
all disputing parties
Mediation – a neutral party tries to engage the disputing parties in a negotiated solution through
persuasion and rational argument

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CONFLICT RESOLUTION AND NEGOTIATION:

CAUSES OF CONFLICT IN THE WORKPLACE:

CONFLICT MANAGEMENT RESOLUTION:

4. Alterations in the use of mythology and scripts

B. Direct Conflict Management Approaches

Direct Conflict Management Approaches:

2. Compromise - moderate assertiveness and cooperativeness

3. Competition and authoritative command

4. Collaboration and problem solving

THE ISSUE OF WHO WINS?

Win-win conflict – both parties achieve their desires

NEGOTIATION GOALS AND OUTCOMES:

Criteria for Effective Negotiation: Quality, Harmony, Efficiency

Organizational Settings for Negotiation: - Two-party negotiation

Strategies Involved in Negotiation:

Integrative Negotiation - sometimes called principled negotiation

Gaining truly integrative agreements rests on:

Third Party Roles in Negotiation:

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