Conflict and negotiation

Conflict and negotiation

1. A conflict is when interation becomes disagreement

   • Functional conflict
     • supports the goals of the group and improves its performance.
   • Dysfunctional conflict
     • Hinders group performance.
   • Task conflict
     • Conflict over content and goals of the work
   • Process conflict
     • Conflict over how work gets done
       • A process that has five stages
         • Stage l: Potential opposition or incopatibility
         • Stage ll: Cognition and personalization
         • Stage lll: Intentions
         • Stage IV: Behavior
         • Stage V: Outcomes
   • Relationship conflict
     • Conflict based on interpersonal relationships
   • Loci of Conflict
     • Dyadic conflict
       • Conflict that occurs between two people
     • Intragroup conflict
       • Conflict within a group or team
     • Intergroup conflict
       • Conflict between different groups or teams

2. Negotiation

   • A process in which two or more parties exchange goods or services and attempt to agree on the exchange rate for them
   • Bargaining Strategies
     • Distributive bargaining
       • Negotiation that seeks to divide up fixed amount of resources; a win-lose situation
     • Fixed pie
       • The belief that there is only a set amount of goods or services to be divides up between the parties
   • The Negotiation Process
     • Preparation and planning
       • Definition of ground rules
         • Clarification and justification
           • Bargaining and problem solving
             • Closure and implementation
   • Third-Party Negotations
     • Mediator
       • A neutral party who facilitates a negotiated solution by using reasoning, persuasion, and suggestions for alternatives.
     • Conciliator
       • A trusted third party who provides an informal communication link between the negotiator and the opponent
     • Arbitrator
       • A third party to negotiation who has the authority to dictate and agreement.