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    Lecture 9

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    chandishi chooroo
    The document discusses conflict and negotiation in business communication. It defines conflict as disagreements between two parties with different perspectives. There are various views on conflict, including whether it is always negative. The document also outlines different types of conflicts, potential causes, and methods to avoid or resolve conflicts, including compromising, accommodating, avoiding, and communicating. Effective negotiation is presented as a process where parties agree to solve conflicts and work towards a shared goal using an agreed method.

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    Lecture 9

    Uploaded by

    chandishi chooroo
    27 views13 pages
    The document discusses conflict and negotiation in business communication. It defines conflict as disagreements between two parties with different perspectives. There are various views on conflict, including whether it is always negative. The document also outlines different types of conflicts, potential causes, and methods to avoid or resolve conflicts, including compromising, accommodating, avoiding, and communicating. Effective negotiation is presented as a process where parties agree to solve conflicts and work towards a shared goal using an agreed method.

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    The document discusses conflict and negotiation in business communication. It defines conflict as disagreements between two parties with different perspectives. There are various views on conflict, including whether it is always negative. The document also outlines different types of conflicts, potential causes, and methods to avoid or resolve conflicts, including compromising, accommodating, avoiding, and communicating. Effective negotiation is presented as a process where parties agree to solve conflicts and work towards a shared goal using an agreed method.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    27 views13 pages

    Lecture 9

    Uploaded by

    chandishi chooroo
    The document discusses conflict and negotiation in business communication. It defines conflict as disagreements between two parties with different perspectives. There are various views on conflict, including whether it is always negative. The document also outlines different types of conflicts, potential causes, and methods to avoid or resolve conflicts, including compromising, accommodating, avoiding, and communicating. Effective negotiation is presented as a process where parties agree to solve conflicts and work towards a shared goal using an agreed method.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 13

    Lecture 9

    Business Communication
    BY Mrs Neha Juglaul
    Conflict and Negotiation
    • Conflict arises when two parties do not agree
    to reach a specific decision. They both
    perceive a task in two different ways. They
    think that their own ideas or suggestions are
    the best and the one of their opponents are
    wrong.
    There are different views on conflict namely:

    • Traditional view of conflict: they believe that all conflicts


    are completely wrong and have negative impacts. They
    suggested that conflicts should be completely steered
    clear of. They also stated that poor flow of
    communication, resistance to share information and
    failure to give feedback are the main causes of failure.
    • Human Relations View of Conflict: They believe that
    conflict cannot be avoided as it is nature to occur in any
    team.
    • Interactionist view of conflict: they believe that conflicts
    do not always have negative impact on a team but it can
    bring positive changes and increase effectiveness.
    There are two types of conflicts:

    • Functional Conflict: this has positive impact


    on the goals of the team and aid to increase
    effectiveness to perform better.
    • Dysfunctional Conflict: this has negative
    impact on the goals of the team and stops the
    team from performing well.
    Types of conflicts:

    • Task Conflict: this is when there is


    disagreement over the goals of a project.
    • Relationship conflict: this is when there is
    disagreement between team members
    • Process conflict: this is when there is
    disagreement over the methods to undertake
    the task.
    Potential causes of conflicts

    • Adopting wrong channels of communication


    • Using the wrong leadership styles
    • Unfair treatment among team members
    • Different personalities
    Methods to avoid conflicts:

    • Compromising: this is when both parties


    agree to give up something
    • Accommodating: this is when one party puts
    his challenger’s interests above his own.
    • Avoiding: this is when both parties or one
    party withdraw from the conflict.
    • Communicating: this is when both parties use
    the appropriate channel of communication to
    send a message and give feedback.
    Less desired way to solve conflict:

    • Dictatorship: this is when the manager forces


    the member to solve their disputes.
    Functional Outcomes from conflict

    • Improve group performance


    • Encourage effective decision-making
    • Encourage innovative changes
    • Increase employee’s interest towards the task
    Dysfunctional Outcomes from conflict

    • Employees feel left out


    • Poor flow of communication
    • Reduced group productivity
    • Delay completion of a task
    Negotiation

    • This is a process where two parties agree to solve


    their conflicts and work towards a goal using an
    agreed method.

    • There are different bargaining strategies:


    • Integrative Bargaining: this is when the parties solve
    the conflict by ensuring none of them suffers from
    any loss and all parties gain equally from the
    bargaining
    • Distributive Bargaining: this is when only one party
    gain and the other one lose.
    The Third-party negotiators are:

    • Arbitrator: this is someone who is legitimate to


    dictate an agreement.
    • Mediator: this is someone who listens to both
    parties’ ideas and solution first then looks for
    solution which is the best for the task.
    • Conciliator: This a trusted third party acting as the
    main point of communication for both parties
    • Consultant: this is someone who has experience in
    conflict management and provides problem-solving
    techniques to the parties.
    Process of negotiation

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