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Chapter 12Conflict, Negotiation, Power, and Politics
Michael A. Hitt
C. Chet Miller
Slides by Ralph R. Braithwaite
Exploring Behavior in Action
Do you think companies are becoming more aware of the impact of their businesses on the environment?
Can the goals of environmental and conservation groups be compatible with the goals of businesses? Why or why not?
What are the upside gains for businesses that become more environmentally friendly? What are the consequences if they don’t?
Effects on InterpersonalRelationships
Adapted from Exhibit 12-1: Effects of Conflict
Improved Problem Solving
Facilitation of Change
Enhanced Morale and Cohesion
Potential Benefits of Conflict
Spontaneity in Communication
Stimulation of Creativity
Degree of Conflict
Adapted from Exhibit 12-2: The Effects of Different Types of Conflict on Task Performance
What were some of the conflicts that United was experiencing even before September 11, 2001?
What could Jim Goodwin, United’s CEO, have done differently?
How would you characterize the relationship between union and management? What could each side have done to more effectively deal with the issues the organization was experiencing?
Do you think United will survive?
What was your reaction to the escalating conflict between Rosie O’Donnell and Donald Trump?
Was anything ever resolved between the two of them?
Do you agree that “each of the parties harmed the other but did equal harm to themselves”?
What has been your experience with escalating conflict?
Degree of Satisfaction of Party A’s Concern
Degree of Satisfaction of Party B’s Concern
Adapted from Exhibit 12-3: Possible Conflict Outcomes
A process by which parties with different preferences and interests attempt to agree on a solution.
Attitudinal Structuring Tactics
Adapted from Exhibit 12-4: Negotiation Tactics
The ability of those who hold it to achieve outcomes they desire. The ability of one person to get another person to do something that he or she would not normally do. Persuasion is often the exercise of power.
Did he use his power for the good of the organization?
People and organizational units gain power by being able to address the major problems and issues faced by the organization.
An associate who usespolitics to suit his or herbest interests – takingsole credit for a groupproject for example
Often in the formof coalitions – agroup whose membersact together toactively pursuea common interest
The ability to effectively understand others at work and to use this knowledge to enhance one’s own objectives. People with strong political skills: