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Chapter Eleven Managing Conflict and Negotiating.

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Presentation on theme: "Chapter Eleven Managing Conflict and Negotiating."— Presentation transcript:

1 Chapter Eleven Managing Conflict and Negotiating

2 “Getting Things Done” Sequence Managing Change Leadership Influence, Power, and Politics Managing Conflict Note: menu of options available to you in an organizational setting

3 Exercises Respond to questions in opening case of Chapter 11 Discuss in groups

4 11-1a Chapter Eleven Outline A Modern View of Conflict A Conflict Continuum Functional versus Dysfunctional Conflict Antecedents of Conflict Desired Outcomes of Conflict Major Sources of Conflict Personality Conflicts Inter-group Conflict Cross-Cultural Conflict

5 11-1b Managing Conflict Programming Functional Conflict Alternative Styles for Handling Dysfunctional Conflict Third-Party Interventions: Alternative Dispute ResolutionNegotiating Two Basic Types of Negotiation Added-Value Negotiation Chapter Eleven Outline (continued)

6 Functional conflict serves the organization’s interests while dysfunctional conflict dysfunctional conflict threatens the organization’s interests. Conflict: Conflict: “A process in which one party perceives that its interests are being opposed or negatively affected by another party.” 11-2Conflict

7 Incompatible personalities or value systems. Overlapping or unclear job boundaries. Competition for limited resources. Interdepartment/intergroup competition. Inadequate communication. Interdependent tasks. Organizational complexity. 11-3a Antecedents of Conflict

8 Unreasonable or unclear policies, standards, or rules. Unreasonable deadlines or extreme time pressure. Collective decision making. Decision making by consensus. Unmet expectations. Unresolved or suppressed conflict. 11-3b Antecedents of Conflict (continued)

9 Agreement Agreement : Strive for equitable and fair agreements that last. Stronger relationships: Stronger relationships: Build bridges of goodwill and trust for the future. Learning: Learning: Greater self-awareness and creative problem solving Desired Outcomes of Conflict

10 1. Follow company policies for diversity, anti- discrimination, and sexual harassment. 2. Investigate and document conflict. 3. If appropriate, take corrective action (e.g., feedback or B Mod). 4. If necessary, attempt informal dispute resolution. 5. Refer difficult conflicts to human resource specialists or hired counselors for formal resolution attempts and other interventions Tips for Managers Whose Employees Are Having a Personality Conflict

11 11-6 Figure 11-1 Conflict within the group is high There are negative interactions between groups (or between members of those groups) Influential third-party gossip about other group is negative Work to eliminate specific negative interactions between groups (and members). Conduct team building to reduce intragroup conflict and prepare employees for cross-functional teamwork. Encourage personal friendships and good working relationships across groups and departments. Foster positive attitudes toward members of other groups (empathy, compassion, sympathy). Avoid or neutralize negative gossip across groups or departments. Recommended actions: Level of perceived Inter-group conflict tends to increase when: Minimizing Inter-group Conflict: An Updated Contact Model

12 11-7 BehaviorRank Behavior Rank Be a good listener 1 Be sensitive to the needs of others 2 Be cooperative, rather than overly competitive 2 Advocate inclusive (participative) leadership 3 Compromise rather than dominate 4 Build rapport through conversations 5 Be compassionate and understanding 6 Avoid conflict by emphasizing harmony 7 Nurture others (develop and mentor) 8 Tie Skills and Best Practices: How to Build Cross-Cultural Relationships

13 11-8 Figure 11-2 IntegratingObliging DominatingAvoiding Compromising HighLow High Low Concern for Others Concern for Self Source: MA Rahim, “A Strategy for Managing Conflict in Complex Organizations, Human Relations, January 1985, p 84. Used with author’s permission. Five Conflict-Handling Styles

14 Facilitation: Facilitation: Third party gets disputants to deal directly and constructively with each other. Conciliation: Conciliation: Neutral third party acts as communication link between disputants. Peer review: Peer review: Impartial co-workers hear both sides and render decision that may or may not be binding. Ombudsman: Ombudsman: Respected and trusted member of the organization hears grievances confidentially. Mediation: Mediation: Trained third-party guides disputants toward their own solution. Arbitration: Arbitration: Neutral third-party hears both sides in a court-like setting and renders a binding decision Alternative Dispute Resolution (ADR) Techniques

15 Distributive negotiation: Distributive negotiation: Single issue; fixed-pie; win-lose. Integrative negotiation: Integrative negotiation: More than one issue; win-win. Negotiation: Negotiation: “A give-and-take decision-making process involving interdependent parties with different preferences.” 11-11Negotiating

16 Negotiating Zone Zone defined in monetary terms Add other “issues” Soft-money Non-monetary issues Package possible? How are min-max positions established during actual negotiations?

17  Clarify interests.  Identify options.  Design alternative deal packages.  Select a deal.  Perfect the deal An Integrative Approach: Added-Value Negotiation


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