C H A P T E R T H I R T E E N Organizational Conflict and Negotiation Personal Orientations Toward Working with Others Personal Orientation Primary Concern Individualists Own outcomes Cooperators Others’ outcomes Competitors Outperforming others Equalizers Equality of outcomes Collectivism, Individualism, and Cooperation Persons high in collectivism Persons high in individualism Cooperative under a wide range of conditions Cooperative only under some conditions (e.g., small groups, individual contributions readily visible) Conflict Defined The process in which one party perceives that its interests are being opposed or negatively affected by another party. P. Doyle. Ottawa Citizen The Conflict Process Conflict Perceptions Sources of Conflict Manifest Conflict Conflict Emotions Conflict Outcomes Task vs. Socioemotional Conflict Task-related conflict Conflict is aimed at issue, not parties Basis of constructive controversy Helps recognize problems, identify solutions, and understand the issues better Socioemotional conflict Conflict viewed as a personal attack Foundation of conflict escalation Leads to dissatisfaction, stress, and turnover Organizational Conflict Outcomes Potential benefits Improves decision making Strengthens team dynamics Dysfunctional outcomes Diverts energy and resources Encourages organizational politics Encourages stereotyping Weakens knowledge management © Photodisc. With permission. Sources of Conflict Goal Incompatibility • Goals conflict with goals of others Different Values and Beliefs • Different beliefs due to unique background, experience, training • Caused by specialized tasks, careers • Explains misunderstanding in crosscultural and merger relations Sources of Conflict Goal Incompatibility Different Values and Beliefs Task Interdependence Three levels of interdependence Pooled Resource A B C Sequential A B Reciprocal C A B C Sources of Conflict Goal Incompatibility Different Values and Beliefs Task Interdependence Lack of opportunity – reliance on stereotypes Scarce Resources • Increases competition for resources to Lack of ability Ambiguity • Lack of rules guiding relations Lack of motivation • Encourages political tactics fulfill goalscommunication heightens – arrogant conflict perception Communication Problems – conflict causes lower motivation to communicate, increases stereotyping Conflict Management Styles High Assertiveness Competing Compromising Avoiding Low Collaborating Accommodating Cooperativeness High Distribution Basic Styles of Resolving (high) Conflict Competition Compromise (low) Collaboration (high) Integration Avoidance Accommodation (low ) Conflict Management Strategies 1. Emphasizing Superordinate Goals Emphasizing common objectives rather than conflicting sub-goals Reduces goal incompatibility and differentiation 2. Reducing Differentiation Removing sources of different values and beliefs Generalist careers and job rotation Common dress code and status Common work experiences 3. Communication and Understanding Employees understand and appreciate each other’s views through communication Informal gatherings Formal dialogue sessions Relationship restructuring Drum sessions Other Ways to Manage Conflict 4. Reduce Task Interdependence Dividing shared resources Combine tasks Use buffers 5. Increase Resources Duplicate resources 6. Clarify Rules and Procedures G. Diggens. With permission. Clarify resource distribution Change interdependence Bargaining Zone Model Your Positions Initial Target Resistance Area of Potential Agreement Resistance Target Initial Opponent’s Positions Situational Influences on Negotiation Location Physical Setting © Corel Corp. With permission. Time Investment and Deadlines Audience Effective Negotiator Behaviours Plan and Set Goals Gather Information Communicate Effectively Make Appropriate Concessions Third-Party Objectives Procedural Fairness Efficiency Third-Party Conflict Resolution Objectives Outcome Fairness Effectiveness Types of Third Party Intervention High Mediation Inquisition Level of Process Control Arbitration Low Level of Outcome Control High