Managerial Conflict/Negotiation
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What is conflict?
 Conflict occurs whenever:
– Disagreements exist over important subjects.
– Emotional conflicts cause frictions between
individuals or groups.
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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.
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Stages of conflict.
– Conflict antecedents .
• Set the conditions for conflict.
– Perceived conflict.
• emotional differences are sensed.
– Felt conflict.
• Tension creates motivation to act.
– Manifest conflict.
• Conflict resolution or suppression.
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Causes of conflict.
– Vertical conflict.
• Occurs between hierarchical levels.
– Horizontal conflict.
• Occurs between persons or groups at the same
hierarchical level.
– Line-staff conflict.
• Involves disagreements over who has authority and
control over specific matters.
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How can conflict be
managed successfully?
 Conflict resolution.
– A situation in which the reasons for a
destructive conflict are eliminated.
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Outcomes from Conflict
– Increased group performance
– Improved quality of decisions
– Stimulation of creativity and innovation
– Encouragement of interest and curiosity
– Provision of a medium for problem-solving
– Creation of an environment for self-evaluation
and change
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What is negotiation?
 Negotiation.
– is a dialogue between two or more people or
parties.
– The process of making joint decisions when
the parties involved have different preferences.
– Workplace disagreements arise over a variety
of matters.
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Objectives of negotiation
 Resolve disagreement between parties and
improve working relationships.
 Improve cooperation
 Effective negotiation is characterized by:
• Quality.
• Harmony.
• Efficiency.
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When do we need to negotiate?
 Levels
– Between individuals
– Inter-team negotiation
– Intra-team negotiation
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Negotiation process
 negotiations involves several steps
including: preparation, building the
relationship, persuasion, making
concessions and reaching agreement
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What is negotiation?
 Culture and negotiation.
– Differences in negotiation approaches and
practices are influenced by cultural differences
in:
• Time orientation.
• Individualism-collectivism.
• Power distance.
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Negotiator characteristics
 Tolerance
 Transparency
 Flexibility and creativity
 Humor
 power
 Curiosity
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Negotiation strategies
 Strategy of “winner–loser” (win-lose):
- the objective is to negotiate the solution that
tends to make one party or another.
-Search for possible win-lose situations
 “Problem solving” strategy: Definition of the
problem and try to diagnose their causes and the
search for alternatives to the appropriate
solutions for parties to the conflict.
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What are the different strategies
involved in negotiation?
 Third-party roles in negotiation.
– Arbitration.
• A third party acts as a “judge” and has the power to
issue a decision that is binding on all disputing
parties.
– Mediation.
• A neutral third party tries to engage the disputing
parties in a negotiated solution through persuasion
and rational argument.
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