Conflict and Negotiation S P Robbins.

1. CONFLICT AND
NEGOTIATION
Submitted by:
Shubham Dhaneshree

2. CONFLICT DEFINITION
 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.
 Encompasses a wide range of conflicts that people experience in
organizations
– Incompatibility of goals
– Differences over interpretations of facts
– Disagreements based on behavioral expectations

3. TYPES OF CONFLICT
 Task Conflict
– Conflicts over content and goals of the work
– Low-to-moderate levels of this type are FUNCTIONAL
 Relationship Conflict
– Conflict based on interpersonal relationships
– Almost always DYSFUNCTIONAL
 Process Conflict
– Conflict over how work gets done
– Low levels of this type are FUNCTIONAL

4. CONFLICT PROCESS

5. OUTCOMES
Functional Dysfunctional
– Increased group performance – Development of discontent
– Improved quality of decisions – Reduced group
effectiveness
– Stimulation of creativity and innovation – Retarded
communication
– Encouragement of interest and curiosity – Reduced group
cohesiveness
– Provision of a medium for problem solving – Infighting among
group members
– Creation of an environment for self-evaluation

6. BUSINESS NEGOTIATION
 Negotiations can be called as a way of resolving disputes. It is
considered as being synonymous to settlement, agreement, and
collaboration and bargaining.
 Negotiation can be defined as a channel of communication intended
to reconcile differences between parties and to settle conflict jointly.
The parties aim at achieving a win-win position.
 Negotiation involves minimum of two parties. The aim of
negotiation is understood by both parties. The parties are willing to
arrive at a mutually agreeable outcome. The outcome is acceptable to
both parties.

7. DISTRIBUTIVE V/S INTEGRATIVE
BARGAINING
Bargaining
Characteristic
Distributive
Bargaining
Integrative Bargaining
Goal Get all the pie you can Expand the pie
Motivation Win-Lose Win-Win
Focus Positions Interests
Information Sharing Low High
Duration of
relationships
Short-Term Long-Term

8. NEGOTIATION PROCESS
STAGE I Preparation and Planning.
STAGE II Definition of Ground Rules.
STAGE III Clarification and Justification.
STAGE IV Bargaining and Problem Solving.
STAGE V Closure and Implementation.

9. BARRIERS TO NEGOTIATION
 Die-hard bargains
 Lack of trust
 Informational vacuums and negotiator's dilemma
 Structural impediments
 Spoilers
 Cultural and gender differences
 Communication problems
 The power of dialogue

10. THANK YOU!
FOR KIND ATTENTION