Conflict And Negotiation

In group

Anuradha Tiwari

M.B.A II yr

What is Group….?

“A Collection of individuals who have regular contact and frequent

interaction ,mutual influence ,common feeling of loyalty and who

work together to achieve a common set of goal.”

Definition of Conflict

“An active disagreement between people with opposing opinions or

principle of each other.”

“An open clash between two opposing groups(or individuals).”

View of Conflict

Traditional View of Conflict

The belief that all conflict is harmful and must be avoided.

Human Relations View of Conflict

The belief that conflict is a natural and inevitable outcome in any group.

Interactionist View of Conflict

The belief that conflict is not only a positive force in a group but that it is absolutely necessary for a group to perform effectively.

The function of conflict

Function Exterior Group Interior Group

Connection Asserts relationship Maintains relations by

releasing tension

Definition Sharpens exterior

boundaries

Sharpen internal

boundaries

Revitalization Revitalizes mores and

traditions

Strengthens underling

values of membership

Reconnaissance Gets information for peace-

making or war

Gets information for

cooperation

Replication Given balance of power,

generates similarity of

structure

Generates a similarity of

behaviour

Symptoms of conflict

• Tension

• No desire to communicate

• Work not done properly

• Slipping morale

• Accidents

• Absenteeism

• Failing productivity

• Anger occurs quickly and easily

The process of conflict

Sources of conflict

- Goals

-Values

-Tasks

-Resource

-Rules

-Communication

Conflict

perception

Conflict

emotion

Manifest conflict

-Conflict style

-Decisions

-Over behaviours

Conflict outcomes

Positive :

-Decisions

-Cohesiveness

Etc.

Negative:

-Turn over

-Politics

-Stress

Etc.

Functional Conflict

and Dysfunctional Conflict

Functional Conflict

Conflict that supports the goals

of the group and improves its

performance.

Dysfunctional Conflict

Conflict that hinders group

performance.

Conflict management styles

Types of conflict

Task Conflict

Conflicts over content and goals of the work.

Relationship Conflict

Conflict based on interpersonal

relationships.

Process Conflict

Conflict over how work gets done.

Definition of Negotiation

“A Process by which two parties interact to resolve a

conflict jointly is called negotiation.”

“A process in which two or more parties exchange goods or

services and attempt to agree on the exchange rate for

them.”

Negotiation styles

BATNA

The Best Alternative To a Negotiated

Agreement; the lowest acceptable value

(outcome) to an individual for a negotiated

agreement.

STAGS OF NEGOTIATION

• Preparation & planning

• Establishment fundamental attitude and defining basic rules

• Clarification and justification

• Bargaining and problem solving

• Closures and Implementation

Personality

Gender

Cultural

Individual Differences in Negotiation

Dos and Don’ts

Don’ts Dos

Don’t see it as a contest See is as a jointly efforts, Win-Win

Don’t bargain over positions Solve a problem jointly

Don’t focus on differences Attack the problem

Don't search for the one right

solution

Focus on common interest

Don’t attack people Be creative, brainstorming jointly

multiple option to choose from

Negotiating Rationally in group

• Does the group expand its focus to include all viable negotiable

issues in the discussions?

• Does the group discuss priorities and preferences among issues?

• Does the group focus its efforts on problem solving?

• Will the group consider unique and innovative solutions?

• Is the group willing to trade-off issues of high priority interest?

Improving Negotiation Skills

Set Ambitious Goals

Pay Little Attention to Initial Offers

Research Your Opponent

Address the Problem, Not the Personalities

Be Creative and Emphasize Win-Win Solutions