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WEL

-COME

By

Prashant Jadhav

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DEFINITION..

Conflict can be defined as the condition of objective

incompat ib i l i ty between values or g oals, as the

behavior of deliberately interfering with anothersgoal-achievement

-Ki lman and Thom as

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FACTORSLEADSTOCONFLICT

Organizational change

Personality clashes

Difference in value set

Threats to status

Perceptual differences

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classification

conflicts

Intrapersonalconflicts

Interpersonalconflicts

Intergroupconflicts

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Organizational

Institutionalized Emergent

Individual vsindividual

Individual vsorganizatioa

l

Hierarchical

Functional

Line vs staff

Individual vsinformal

group

Formal -informal

status

political

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Resolution techniques

a. Problem solving

b. Avoidance

c. Smoothingd. Compromise

e. Authoritative command

f. Altering the human variables

g. Altering the structuralvariables

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Stimulation techniques

a. Communication

b. Bringing in outsiders

c. Restructuring theorganization

d. Appointing a devilsadvocate

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NEGOTIATION..

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DEFINITION

Negotiation is the process in which one party

agrees to exchange a product or service with

another party in return for something.

In simple words Negotiation means Bargaining

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Distributive bargaining

Integrative bargaining

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Bargaining Compromise Win-winControlling orientationexists

Recognition that it isimpossible to controlother party

Problem orientationexists

One partys gains are

viewed as otherpartys losses

Recognition of linkage

between ones owngoal and satisfactionof other party

Mutual gain is viewed

as attainable

Only task issues areusually considered

Focus on task issues Both task andrelationship issues areconsidered

Each side sees issueonly from its ownpoint of view

Partial understandingof other partysposition

Parties understandeach others point ofview

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NEGOTIATIONPROCESS..

Preparationand planning

Defining rules

Clarificationand justification

Bargaining andproblem solving

Closure andimplementation

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Biases in decision making

Personality traits

Cultural differences

Third-party negotiation

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