CONFLICT AND

NEGOTIATION
GROUP B1
ANKITA, MAYANK, RAHUL,
UJJWAL AND VIVEK
 Begins when one party perceives another
party has negatively affected or is about to
negatively affect something that the first
party cares about

DEFINITION
OF Functional conflict

CONFLICT
Dysfunctional conflict
 TASK CONFLICT : CONFLICT RELATIONSHIP CONFLICT :

TYPES OF
OVER CONTENT AND GOALS BASED ON INTERPERSONAL
OF WORK RELATIONSHIPS

CONFLICT

PROCESS CONFLICT : OVER

HOW THE WORK IS DONE
LOCI OF CONFLICT

• DYADIC CONFLICT : BETWEEN TWO PEOPLE

• INTRAGROUP CONFLICT : WITHIN A GROUP OR TEAM
• INTERGROUP CONFLICT : DIFFERENT GROUPS OR TEAMS
THE CONFLICT PROCESS

STAGE I : POTENTIAL OPPOSITION OR

INCOMPATIBILITY STAGE II : COGNITION AND PERSONALIZATION
• COMMUNICATION • PERCEIVED CONFLICT
• STRUCTURE • FELT CONFLICT
• PERSONAL VARIABLES
STAGE III : INTENTIONS
STAGE IV : BEHAVIOR
• COMPETING
• CONFLICTS BECOME VISIBLE
• COLLABORATING
• DYNAMIC PROCESS OF INTERACTION
• COMPROMISING
• MISCALCULATIONS OR UNSKILLED ENACTMENTS
• AVOIDING
• ACCOMMODATING
STAGE V : OUTCOMES

• FUNCTIONAL OUTCOMES
• DYSFUNCTIONAL OUTCOMES
NEGOTIATION

• TWO OR MORE PARTIES EXCHANGE GOODS OR SERVICES AND ATTEMPT TO AGREE ON THE EXCHANGE
RATE FOR THEM

BARGAINING STRATEGIES
• DISTRIBUTIVE BARGAINING
• INTEGRATIVE BARGAINING
NEGOTIATION PROCESS

• PREPARATION AND PLANNING

• DEFINITION OF GROUND RULES
• CLARIFICATION AND JUSTIFICATION
• BARGAINING AND PROBLEM SOLVING
• CLOSURE AND IMPLEMENTATION
INDIVIDUAL DIFFERENCES IN NEGOTIATION
EFFECTIVENESS
• PERSONALITY TRAITS IN NEGOTIATION
• MOODS AND EMOTIONS IN NEGOTIATION
• CULTURE IN NEGOTIATIONS
• GENDER DIFFERENCES IN NEGOTIATION
NEGOTIATING IN SOCIAL CONTEXT
• REPUTATION
• RELATIONSHIPS
• THIRD PARTY NEGOTIATION
1. MEDIATOR
2. ARBITRATOR
3. CONCILIATOR
THANK YOU