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13-1
Conflict and Negotiation
Chapter 13
Essentials of Organizational Behavior, 9/e
Stephen P. Robbins/Timothy A. Judge
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After studying this chapter, you should be able to:
1. Define conflict2. Differentiate between the traditional, human
relations, and interactionist views of conflict3. Contrast task, relationship and process conflict4. Outline the conflict process5. Describe the five conflict-handling intentions6. Contrast distributive and integrative bargaining7. Identify the five steps in the negotiation process8. Describe whether there are individual
differences in negotiator effectiveness
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Conflict
• 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.
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Transitions in Conflict Thought
• Traditional View – conflict is harmful and must be avoided
• Human Relations View – conflict is a natural and inevitable outcome in any group and need not be negative
• Interactionist View – conflict is encouraged to prevent group from becoming stale
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Functional vs. Dysfunctional Conflict
• Task conflict – relates to the content and goals of the work
• Relationship conflict – focuses on interpersonal relationships
• Process conflict – relates to how the work gets done
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Conflict Process
Stage I: Potential opposition
Stage II: Cognition and Personalization
Stage III: Intentions
Stage IV: Behaviors
Stage V: Outcomes
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Conflict Process
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Stage I: Potential Opposition
• Sources of conflict: Communication Structure Personal Variables
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Stage II: Cognition and Personalization
• Potential for opposition becomes realized
• When individuals become emotionally involved - parties experience anxiety, tension, frustration, or hostility
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Stage III: Intentions
• Competing
• Collaborating
• Avoiding
• Accommodating
• Compromising
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Intentions
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Stage IV: Behavior
• Where conflict becomes visible
• Are usually overt attempts to implement each party’s intentions
• A dynamic process that moves along a continuum of intensity
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Stage V: Outcomes
• Functional Outcomes – Conflict is constructive when it: Improves the quality of decisions Stimulates creativity and innovation Encourages interest and curiosity among group
members
• Dysfunctional Outcomes – uncontrolled opposition breeds discontent, which acts to dissolve common ties, and eventually leads to the destruction of the group
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Creating Functional Conflict
• Managers can reward dissent and punish conflict avoiders
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Negotiation
• Process in which two or more parties exchange goods or services and attempt to agree on the exchange rate for them
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Bargaining Strategies
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The Negotiation Process
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Individual Differences in Negotiation
• Personality
• Gender
• Cultural
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Personality
• The best distributive bargainer appears to be a disagreeable introvert (avoids social contact)
• Those who can check their egos at the door are able to negotiate better agreements
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Gender Differences in Negotiation
• Men have been found to negotiate better outcomes than women, although the difference is relatively small
• Women may unduly penalize themselves by failing to engage in negotiations when such action would be in their best interest
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Cultural Differences in Negotiations
• Cultural context significantly influences... The amount and type of preparation for
bargaining The relative emphasis on task versus
interpersonal relationships The tactics used Where the negotiation should be conducted
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Implications for Managers: Managing Conflict
• Competition
• Collaboration
• Avoidance
• Accommodation
• Compromise
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Implications for Managers: Improving Negotiation Skills
• Set Ambitious Goals
• Pay Little Attention to Initial Offers
• Research Your Opponent
• Address the Problem, Not the Personalities
• Be Creative and Emphasize Win-Win Solutions