Unit 3.3.1 - Organizational Behavior - Lecture - Conflict and Negotiations, Lecture notes of Organization Behaviour

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CONFLICT

and Negotiation

Conflict

• (^) Conflict Defined
  • (^) Is a 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.
  • (^) Is caused because:
    • (^) Incompatibility of goals
    • (^) Differences over interpretations of facts
    • (^) Disagreements based on behavioral expectations

Transitions in Conflict Thought (cont’d)

Human Relations View of Conflict

The belief that conflict is a natural and

inevitable outcome in any group.

Interactionist View of Conflict

The belief that conflict is not

only a positive force in a

group but that it is absolutely

necessary for a group to

perform effectively.

Functional versus Dysfunctional Conflict

Functional Conflict

Conflict that supports the

goals of the group and

improves its performance.

Dysfunctional Conflict

Conflict that hinders group performance.

The Conflict Process

E X H I B I T 14E X H I B I T 14–1–

Stage I: Potential Opposition or Incompatibility

• (^) Communication
  • (^) Semantic difficulties, misunderstandings, and “noise”
• (^) Structure
  • (^) Size and specialization of jobs
  • (^) Jurisdictional clarity/ambiguity
  • (^) Member/goal incompatibility
  • (^) Leadership styles (close or participative)
  • (^) Reward systems (win-lose)
  • (^) Dependence/interdependence of groups
• (^) Personal Variables
  • (^) Differing individual value systems
  • (^) Personality types

Stage III: Intentions

Cooperativeness:

• (^) Attempting to satisfy the other party’s concerns. Assertiveness:
• (^) Attempting to satisfy one’s own concerns.

Cooperativeness:

• (^) Attempting to satisfy the other party’s concerns. Assertiveness:
• (^) Attempting to satisfy one’s own concerns.

Intentions

Decisions to act in a given way.

Dimensions of Conflict-Handling Intentions

E X H I B I T 14E X H I B I T 14–2– Source: and L.M. Hough (eds.), K. Thomas, “Conflict and Negotiation Processes in Organizations,” in M.D. Dunnette Handbook of Industrial and Organizational Psychology , 2nd ed., vol. 3 (Palo Alto, CA: Consulting Psychologists Press, 1992), p. 668. With permission.

Stage III: Intentions (cont’d)

Accommodating

The willingness of one party in a conflict to place

the opponent’s interests above his or her own.

Compromising

A situation in which each party to a conflict is willing to give up something.

Stage IV: Behavior

Conflict Management

The use of resolution and stimulation

techniques to achieve the desired level of

conflict.

Conflict Management Techniques

Conflict Resolution Techniques

• (^) Communication
• (^) Bringing in outsiders
• (^) Restructuring the organization
• (^) Appointing a devil’s advocate

Conflict Resolution Techniques

• (^) Communication
• (^) Bringing in outsiders
• (^) Restructuring the organization
• (^) Appointing a devil’s advocate

Source: Approach Based on S. P. Robbins, (Upper Saddle River, NJ: Prentice Hall, 1974), pp. 59–89 Managing Organizational Conflict: A Nontraditional^ E X H I B I T 14E X H I B I T 14–4 (cont’d)–4 (cont’d)

Stage V: Outcomes

• (^) Functional Outcomes from Conflict
  • (^) Increased group performance
  • (^) Improved quality of decisions
  • (^) Stimulation of creativity and innovation
  • (^) Encouragement of interest and curiosity
  • (^) Provision of a medium for problem-solving
  • (^) Creation of an environment for self-evaluation and change
• (^) Creating Functional Conflict
  • (^) Reward dissent and punish conflict avoiders.

Negotiation

Negotiation

A process in which two or more parties

exchange goods or services and attempt to

agree on the exchange rate for them.

BATNA

The B est A lternative T o a N egotiated A greement; the lowest acceptable value (outcome) to an individual for a negotiated agreement.

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.