This ppt is all about the conflict management and negotiation strategies in an organisation.

1. BUSINESS COMMUNICATION CTP
Rajiv Gandhi College of Engineering Research Technology , Chandrapur, Maharashtra
Dr. Babasaheb Ambedkar Technological University, Lonere, Raigad
Topic Name: Conflict Management and Negotiation
Group No : B-18 In Guidance of:
Rutik Bhoyar Prof. Neha Padewar
Ritik Vairagade Department of Computer
Ketan Singh Science Engineering
Department of Computer Science
And Engineering

2. Contents:
1. Definition
2. Types of Conflict
3. Causes of Conflict
4. Effects of Conflict
5. Conflict Management
6. Negotiation
7. Negotiation Strategies
8. Stages of Negotiation
9. How to be a Good Negotiator?
10. Reference

3. DEFINITION:
Conflict may be defined as “A struggle or contest between people with
opposing needs, values, ideas, beliefs, values, or goals.”
Conflict may arise when new ideas or processes are developed and some
individuals may feel indifferently or uncomfortable about the change to come
within a particular group or company.

4. TYPES OF CONFLICT
Interpersonal conflict: It is the conflict between individuals of the organization.
Intra-group conflict: It is the conflict within an internal group, team or department. These are conflicts the
typically involve more than one person within a group.
Inter-group conflict: It is the conflict between different groups, teams and departments.
Inter-organization conflict: It is the conflict that arises across different organizations. When different
organizations are competing against one another.

5. CAUSES OF CONFLICT
Mis-
understanding
Personality
Clashes
Fight for
Resources
Authority
Issues
Work Methods
Values or Goals

6. Effects of Conflict
Positive Effects
 New Ideas
 Creativity
 Change
 Problem Solving
Negative Effects
 Stress / Anxiety
 Demotivation
 Staff quitting
 Non-productivity

7. Conflict Management
It may defined as the “ability to work or not work together in the work place synergistically”.
1. Establishing Common Goals:
 The major reason for conflict is the incompatible goals. This is true in case of conflict between individuals
and organization, the basic measure is to find the cause conflict.
 Group conflicts can be reduced using measures of incentive system.
2. Reduction In Interdependence :
 The main reason for interdependence for group conflict is the interdependence among them.
 It is however understood that physical conflict is resolved through physical separation but is an false claim.

8. Reduction in Shared Sources:
 Another solution to reducing conflict is to minimize the shared resources base.
 The best possible solution is making optimum of resources
Trust and Communication:
 Trust is optimum.
 Individual and group members should be encouraged to communicate openly.

9. Negotiation
Negotiation is an attempt to reach a satisfactory exchange among or between the parties.
Negotiation Strategies:
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.

10. Distributive bargaining
The most identifying feature of distributive bargaining is that it operates under zero sum
conditions . One person wins at the cost of other .
When two or more parties negotiate over price , it is known as distributive bargaining
Both parties negotiate with their target and resistance points . They try to get the other party .
Integrative Bargaining
Integrative Bargaining is a win- win strategy where both the parties win
Integrative bargaining is preferred to distributive as the latter has win
Example “ if we take into consideration an example when a salesman sells a product he is able to
convince the customer , interactive bargaining require both the parties to meet an consensus
Negotiation Strategies:

11. Stages of Negotiation
In order to achieve a desirable outcome, it may be useful to follow a structured approach to
negotiation. For example, in a work situation a meeting may need to be arranged in which all
parties involved can come together.
The process of negotiation includes the following stages:
1. Preparation.
2. Discussion.
3. Clarification of goals.
4. Negotiation towards a WIN-WIN situation.
5. Agreement.
6. Implementation of a course of action.

12. How to be a Good Negotiator?
 Consider and respect the norms of other party view point.
 Have a well laid down strategy.
 Emphasize on win - win strategy.
 Try and create a climate congenial for both parties for mutually rewarding
relationship
 Give reasonable concessions to other parties

13. References
1. www.slideshare.net/
2. www.researchgate.net/
3. www.pon.harvard.edu/daily/dispute-resolution/3-negotiation-strategies-for-conflict-
resolution/