Discussions on Dr. S. GOKULA KRISHNAN, 2 Associate Professor @NSM Definition of Conflict Transitions in Conflict Thought Conflict Process Conflict Management Techniques Negotiation Bargaining Strategies The Negotiation Process Reference: Stephen P Robbins, Timothy A Judge & NeharikaVohra, Organizational Behaviour, 15thed., p. 477-502

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Unit – 5 CHAPTER - 16
Conflict Management
MBA 12 ORGANIZATIONAL
BEHAVIOUR - 1
Delivered By,
Dr. S. Gokula Krishnan, PhD.,
Associate Professor – OB, HR & Data Analytics,
Nehru School of Management,
Nehru College of Engineering & Research Centre.
E-mail : prof.gokulakrishnan@gmail.com
Discussions on
Dr. S. GOKULA KRISHNAN,Associate Professor @NSM2
 Definition of Conflict
 Transitions in ConflictThought
 Conflict Process
 Conflict ManagementTechniques
 Negotiation
 Bargaining Strategies
 The Negotiation Process
Reference:
Stephen P Robbins,TimothyA Judge & NeharikaVohra, Organizational
Behaviour, 15th ed., p. 477-502

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Definition of Conflict
Dr. S. GOKULA KRISHNAN,Associate Professor @NSM3
Conflict A process that begins when one party perceives that
another party has negatively affected, or is about to negatively
affect, something that the first party cares about.
Transitions in ConflictThought
 The Traditional View of Conflict The belief that all
conflict is harmful and must be avoided
 The Interactionist View of Conflict The belief that
conflict is not only a positive force in a group but also an
absolute necessity for a group to perform effectively.
 Resolution-FocusedView of Conflict
Conflict Process
Dr. S. GOKULA KRISHNAN,Associate Professor @NSM4

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Conflict Management Techniques
Dr. S. GOKULA KRISHNAN,Associate Professor @NSM5
Negotiation
Dr. S. GOKULA KRISHNAN,Associate Professor @NSM6
 Negotiation as a process that occurs when two or more parties
decide how to allocate scarce resources
 Bargaining Strategies
 Distributive bargaining Negotiation that seeks to divide up a fixed amount
of resources;a win–lose situation
 Integrative bargaining Negotiation that seeks one or more settlements that
can create a win–win solution

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Dr. S. GOKULA KRISHNAN,Associate Professor @NSM7
The Negotiation Process
Dr. S. GOKULA KRISHNAN,Associate Professor @NSM8

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END OF THE CHAPTER