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Conflict Management Constructively
Conflict Management Constructively
Conflict Management Constructively
Negotiation
Managing Conflict:
Performance
High
Low
Complacency
Managed
Conflict
Intense
Definitions
Conflict
Interaction of persons who perceive incompatible
goals and interference from one another in achieving
those goals
Negotiation
A process in which two or more parties attempt to
reach acceptable agreement in a situation
characterized by some level of disagreement.
KEY STEPS
Analyze Situation
Competition
(forcing)
Satisfy
Self?
Collaboration
(Marriage Counselors/Labor
mediation)
Compromise
(Union-Management)
Passive
Avoidance
Accommodation
Uncooperative
Cooperative
(Acquiescent Parent)
Satisfy Other?
(Cooperativeness)
INTEGRATIVE
NEGOTIATION
Conditions
Generally best
Win-Win is possible
Opponent is willing
DISTRIBUTIVE NEGOTIATING
Conditions
Zero-sum game
Opponent is distributive
You have the power
Relationship not critical
DISTRIBUTIVE STRATEGIES
Identify target and resistance points
Goal?
Start moderately high/low, make concession, get stingy
View initial offers as a starting point
Persuasion
Leverage Power: Facts, Experience, position
Fairness
Emotions
Closed
Manage Perceptions
INTEGRATIVE
NEGOTIATION
Conditions
Generally best
Win-Win is possible
Opponent is willing
Key?
Integrative Strategies?
INTEGRATIVE
NEGOTIATION
Integrative Strategies
Openness
Trust
Flexibility
Begin Positively
Focus on the Issue
Remain Rational
Use objective criteria
Competition
(forcing)
Satisfy
Self?
Collaboration
(Marriage Counselors/Labor
mediation)
Compromise
(Union-Management)
Passive
Avoidance
Accommodation
Uncooperative
Cooperative
(Acquiescent Parent)
Satisfy Other?
(Cooperativeness)
CHOOSING A STYLE
Competition (forcing)
Collaboration
CHOOSING A STYLE
Avoidance
Issue is trivial
Costs/disruptions outweigh benefits
Problem may solve itself
Based on personal differences
Accommodation
Issue is more important to the other party
Stockpile Credits
Minimize loss
Compromise
Equal power with exclusive goals
Temporary solution to a complex issue
Tight time constraints