Conflict & Negotiation

BY-Mehedi Hassan BappyID- 16221021

Conflict

֎ The word “Conflict” is a serious incompatibility between two or more opinions, principles, or interests (disagreement between ideas, feelings, thoughts etc.).

֎Serious disagreement between two parties.

Transitions In Conflict Thought

The Traditional View Of Conflict

Negative &

Harmful

Dysfunctional&

Destructive

Should be

Avoided.

The Human Relation View Of Conflict

Natural Occurrence in

Group and Organization.

May beneficial for Group and

Organization.

The Interactionist View Of Conflict

Conflict is

Necessary

Brings Newness &

Innovativeness

Encourage Managers to maintain it

The Types Of Conflict

focus on the content and goal of the

work.

tells about interpersonal relationship.

relates to how the works get done.

Task Conflict

Process Conflict

RelationConflict

Conflict ProcessStage 1 Stage 2 Stage 3 Stage 4 Stage 5

Antecedent Conditions¤ Communicatio

n¤ Structures¤ Personal

Variables

† Perceived

Conflict

† Felt

Conflict

Conflict handling intentions Competing Collaborating Compromising Avoiding Accommodatin

g

Over conflict‡ Party’s

behavior‡ Other’s

reaction

Increased groupPerformance

Decreased groupPerformance

Potential Opposition Cognition &

personalization

Intentions Behavior Outcome

Conflict Resolution Techniques

Accommodating Avoiding Compromisin

g Collaborating Competition

Negotiation

A strategic discussion that resolves an issue in a way that both parties find acceptable.

In negotiation, each party tries to persuade the other to agree with his or her point of view.

Bargaining Strategy

Distributive BargainingFixed Pie

Bargain to Obtain Bigger Share

Win-Lose Situation

Integrative BargainingJoint Value or Enlarge

The Pie

Win-Win Situation

Mutually Beneficial Agreement

Bargaining Characteristics

Distributive Bargaining Integrative Bargaining

Goal Get all the pie you can

Expand the pie

Motivation Win-Lose Win-Win

Focus Positions Interests

Information Sharing Low High

Duration of Relationship

Short-term Long-term

Distributive VS Integrative

Negotiation Process

(BATNA) Best Alternative To a

Negotiated Agreement

Preparation and Planning

Closure & Implementation

Bargaining&

Problem Solving

Clarification&

Justification

Definition of Ground Rules

Thank You