Conflict, Politics, and
Negotiation
Conflict
A process in which one party
consciously interferes in the goal
achievement efforts of another
party.
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Conflict
It is a natural phenomenon of
organizational life and it cannot
be completely eliminated
and
if we could we probably wouldn’t
want to
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Conflict
It can stimulate creativity,
innovation, and change by
challenging the status quo.
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Sources of Conflict
Communication Differences
Structural Differentiation
Personal Differences
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Conflict Management
The application of resolution
and stimulation techniques to
achieve the optimum level of
departmental conflict.
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Conflict Resolution
Techniques
Avoidance
The desire to withdraw from or
suppress a conflict.
Accommodation
The willingness of one party in a
conflict to place the opponent’s
interests above his or her own.
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Conflict Resolution
Techniques
Forcing
The desire to satisfy your own
needs at the expense of the other
party.
Compromise
A situation in which each party to a
conflict is willing to give up
something of value.
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Conflict Resolution
Techniques
Collaboration
A situation where the parties to a
conflict each desire to satisfy fully
the concerns of all parties.
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Techniques for Stimulating
Conflict
Use Communication
Bring in Outsiders
Restructure the Department
Appoint a Devil’s Advocate
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Understanding Organizational
Politics
Politicking is the actions you
can take to influence , or attempt
to influence, the distribution of
advantages and disadvantages
within your organization.
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Why is There Politics?
Organizations are made up of
individuals and groups with
different values, goals, and interests
and all of them are competing in
confined environments for limited
resources. Conflict is a natural byproduct.
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Why is There Politics?
In the real world of organizations, the good guys don’t
always win.
Demonstrating openness, trust,
objectivity, support, and similar
humane qualities in relationships
with others doesn’t always lead to
improved supervisory performance.
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Why is There Politics?
There will be times when, to get
things done or to protect your
interests against the
maneuvering of others, you’ll
have to engage in politicking.
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What are the Ethics of Playing
Politics
Political action is not necessarily
unethical. Ask these questions:
First: is the political action motivated
by self-serving interests to the exclusion
of the organizations goals?
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What are the Ethics of Playing
Politics
Second: does the political action
respect the rights of the individuals
affected?
Third: is the political activity fair and
equitable?
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Assessing the Political
Landscape
The Organization’s Culture
Every organization’s culture is
different, and if a political strategy is
to succeed, it must be compatible
with the culture. (a system of shared
meaning that guide actions)
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Assessing the Political
Landscape
The Power of Others
Power is differential…on some
issues, a person may be very
powerful…on others that same
person may be relatively powerless.
To optimize ones effectiveness it
will be necessary to sort this out.
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A Political Primer
Frame arguments in terms of
organizational goals
Develop the right image
Gain control of organizational
resources
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A Political Primer
Make yourself appear indispensable
Be Visible
Get a mentor
Support your boss
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A Political Primer
Develop powerful allies
Avoid “tainted” members
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Negotiation
A process in which two or more
parties who have different
preferences and priorities must
make a joint decision and come
to an agreement.
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Negotiation
There are two general
approaches to negotiation:
Distributive Bargaining
and
Integrative Bargaining
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Distributive Bargaining
A negotiating process that
operates under zero-sum
conditions; any gain made is at
the expense of the other person,
and vice versa.
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Integrative Bargaining
A negotiating process that
operates under the assumption
that there is at least one
settlement that can create a winwin solution.
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Developing Negotiation Skills
Consider the other parties
situation
Have a concrete strategy
Begin with a positive overture
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Developing Negotiation Skills
Address problems not
personalities
Pay little attention to initial
offers
Emphasize win-win solutions
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