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Module 16

Module 16. Conflict 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

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Module 16

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  1. Module 16 Conflict and Negotiation

  2. Module 16 • What should we know about dealing with conflict? • How can we negotiate successfully?

  3. 16.1Dealing 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

  4. DEALING WITH CONFLICTSubstantive 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

  5. DEALING WITH CONFLICTFunctional and Dysfunctional Conflict • Functional conflict • Constructive, creates greater effort and creative problem solving • Dysfunctional conflict • Destructive, hurts task performance

  6. DEALING WITH CONFLICTFunctional and Dysfunctional Conflict

  7. DEALING WITH CONFLICTSources of Conflict

  8. DEALING WITH CONFLICTConflict Management Styles

  9. DEALING WITH CONFLICTStructural Approaches Management actions that can help bring a resolution to a conflict

  10. 16.2Successful Negotiation • Negotiation is a process of reaching agreement • Negotiation can be approached in distributive or integrative ways • Integrative agreements require commitment, trust and information

  11. 16.2 CONTINUEDSuccessful Negotiation • Successful negotiation should meet high ethical standards • Negotiators should guard against common negotiation pitfalls • Mediation and arbitration are forms of third-party negotiation

  12. SUCCESSFUL NEGOTIATIONNegotiation • Negotiation • Process of making joint decisions when parties have alternative preferences • Effective Negotiation • Resolves the issue and maintaining positive relations between the parties

  13. SUCCESSFUL NEGOTIATIONNegotiation

  14. SUCCESSFUL NEGOTIATIONNegotiation • 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

  15. SUCCESSFUL NEGOTIATIONIntegrative Agreements • Integrative Agreements • Require commitment, trust and information • Fisher and Ury’s four rules:

  16. SUCCESSFUL NEGOTIATIONIntegrative Agreements

  17. SUCCESSFUL NEGOTIATIONEthics • Successful negotiations should meet high ethical standards

  18. SUCCESSFUL NEGOTIATIONNegotiation problems • Common pitfalls in negotiations

  19. SUCCESSFUL NEGOTIATIONThird 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

  20. SUCCESSFUL NEGOTIATIONModule 16 Case • AFL-CIO – Managing Dissent While Supporting Labor

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