L E

A R

N I N

G

O B

J E

C T

I V E

S

Define

conflict.

Differentiate between the traditional,

human relations, and integrationist views

of conflic

t.

Contrast task, relationsh

ip, and process

conflict.

Outline the

conflict

process.

Describe the five

conflict-

handling

intentions

.

Contrast

distributiv

e and

integrativ

e bargainin

g.

Identify the five

steps in

the negotiatin

g process.

Describe cultu

ral differences in negotiations.

Conflict Definition

A process that begin when party perceives that another

party has negatively affected, something that

the first party cares about.

Functional Conflict: conflict that supports the goals of the group

and improve its performance.

Dysfunctional Conflict: conflict

that difficult group performance.

Functional versus Dysfunctional Conflict

The Conflict Process

Communication

• Semantic difficulties, misunderstandings, and “noise”

Structure

• Size and specialization of jobs• Jurisdictional clarity/ambiguity• Member/goal incompatibility• Leadership styles (close or participative)• Reward systems (win-lose)• Dependence/interdependence of groups

Personal Variables

• Differing individual value systems• Personality types

Stage I: Potential Opposition or Incompatibility

Stage II: Cognition and Personalization

Conflict Definition

Positive FeelingsNegative Emotions

Perceived Conflict

when two parties are

disagree but they do not

take it personally.

Felt Conflict

When individual become

emotionally involve.

Stage III: Intentions

Intention

decisions to act in given way

Stage IV: Behavior

Party’s behavior

Other’s reaction

Conflict become visible

Process of interaction

Statement, Action and reaction

PARTY A action PARTY B reaction

Functional Outcomes from Conflict

• Increased group performance• Improved quality of decisions• Stimulation of creativity and innovation• Encouragement of interest and curiosity• Provision of a medium for problem-solving• Creation of an environment for self-evaluation and change

Stage V: Outcomes

Dysfunctional Outcomes from Conflict

• Development of discontent• Reduced group effectiveness• Retarded communication• Reduced group cohesiveness

Stage V: Outcomes (cont’d)

Negotiation:

Is a process that occurs when two or more parties decide how to allocate scarce resources

Bargaining Strategies

There are two general approaches to negotiation :

Distributive Bargaining

The most identifying feature is that it operates under zero-sum conditions, that is any gain I make is at your expense and vice versa.

So the essence of distributive bargaining is negotiating over who gets what share of a fixed pie.

Negotiation Con’t

Integrative Bargaining

Operates under the assumption that one or more settlements can create a win-win solution.Both parties must be engaged for it to work.

Distributive versus Integrative Bargaining

Negotiation Process

Issues in Negotiation

There are 4 basic third party roles

Mediator

Mediator is a neutral third party who facilitates a negotiated solution by using

reasons and persuasion , suggesting alternatives .

Arbitrator

Arbitrator Is a third party with the authority to dictate an

agreement.

The big plus of arbitration over mediation is that it always

results in a settlement .

Third party negotiations