Post on 16-Mar-2016
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Module 16Module 16Conflict and NegotiationConflict and Negotiation
Module 16
• What should we know about dealing with conflict?
• How can we negotiate successfully?
16.1
Dealing With Conflict• Conflicts can occur over substantive or
emotional issues• Conflicts can be both functional and
dysfunctional• Organizations have many sources of
potential conflict• People use different interpersonal conflict
management styles• Structural approaches can help deal with
conflicts in organizations
DEALING WITH CONFLICT
Substantive and Emotional Conflict
• Conflict– Disagreement among people
• Substantive conflict– Disagreement over goals, tasks, allocation of
resources, policies, procedures• Emotional Conflict
– Disagreements involving distrust, anger, dislike, fear, resentment, relationships
DEALING WITH CONFLICT
Functional and Dysfunctional Conflict
• Functional conflict – Constructive, creates greater effort and
creative problem solving• Dysfunctional conflict
– Destructive, hurts task performance
DEALING WITH CONFLICT
Functional and Dysfunctional Conflict
DEALING WITH CONFLICT
Sources of Conflict
DEALING WITH CONFLICT
Conflict Management Styles
DEALING WITH CONFLICT
Structural ApproachesManagement actions that can help bring a
resolution to a conflict
16.2
Successful Negotiation• Negotiation is a process of reaching
agreement• Negotiation can be approached in
distributive or integrative ways• Integrative agreements require
commitment, trust and information
16.2 CONTINUED
Successful Negotiation• Successful negotiation should meet high
ethical standards• Negotiators should guard against common
negotiation pitfalls• Mediation and arbitration are forms of
third-party negotiation
SUCCESSFUL NEGOTIATION
Negotiation • Negotiation
– Process of making joint decisions when parties have alternative preferences
• Effective Negotiation – Resolves the issue and
maintaining positive relations between the parties
SUCCESSFUL NEGOTIATION
Negotiation
SUCCESSFUL NEGOTIATION
Negotiation • Distributive negotiation
– Hard• Competitive, focus on self-interest, win at all costs
– Soft• Back off and accepts loss to “get it over with”
• Integrative negotiation – Interests of all parties are considered and
valued
• Integrative Agreements– Require commitment, trust and information– Fisher and Ury’s four rules:
SUCCESSFUL NEGOTIATION
Integrative Agreements
SUCCESSFUL NEGOTIATION
Integrative Agreements
SUCCESSFUL NEGOTIATION
Ethics • Successful negotiations should meet high
ethical standards
SUCCESSFUL NEGOTIATION
Negotiation problems • Common pitfalls in negotiations
SUCCESSFUL NEGOTIATION
Third Party Negotiations• Mediation
– Neutral third party (mediator) tries to improve communication and keep negotiations focused on relevant issues
• Arbitrator– Neutral third party (arbitrator) considers facts
and acts as a judge to issue a final binding decision
SUCCESSFUL NEGOTIATION
Module 16 Case• AFL-CIO – Managing Dissent While
Supporting Labor