Week Week 6 - Conflict Management and Negotiations Flashcards
What is conflict?
A process that begins when one party perceives that another party has negatively affected, or is about to negatively affect, something that the first party cares about.
Traditional view of conflict
- Conflict is bad and needs to be avoided
- Conflict is viewed negatively (violence, destruction, and irrationality)
- Dysfunctional outcome resulting from poor communication, a lack of openness and trust between people, and the failure of managers to be responsive to the needs and aspirations of their employees.
Interactionist view
- A harmonious, peaceful, tranquil, and cooperative group is prone to becoming static, apathetic, and unresponsive to needs for change and innovation.
- Thus, some conflict is required but not all conflicts are good.
- Functional, constructive forms of conflict support goals.
- Conflicts that hinder group performance are dysfunctional or destructive forms of conflict.
Negotiation
A “process in which two or more parties exchange goods
or services and attempt to agree upon the exchange rate for them.”
What is the role of BATNA?
Alternatives give the negotiator power
to walk away from the negotiation
* If alternatives are attractive,
negotiators can:
- Set their goals higher
- Make fewer concessions
* If there are no attractive
alternatives:
- Negotiators have much less
bargaining power
Positive bargaining range
When there is overlap between the aspiration ranges of the two parties.
Negative bargaining range:
When there is no overlap between the aspiration ranges of the two parties.
Steps in the Integrative
Negotiation Process
- Step 1: Identify and define the problem
- Step 2: Understand the problem fully, identify interests and needs on both sides
- Step 3: Generate alternative solutions
- Step 4: Evaluate and select among alternatives
