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Conflict and Negotiation (Negotiation (Negotiation Process (Definition of…
Conflict and Negotiation
Conflict
Definition
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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
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Conflict Process
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Stage III: Intentions
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Competing
desire to satisfy own interests, regardless of impact on other party
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Stage V: Outcomes
Functional Outcomes
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constructive conflicts - higher quality of decisions/stimulates creativity and innovation/fosters self evaluation and change
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Managing Conflict
opposing groups pick parts of the solution that are most important to them and focus on howeach side can get top needs satisfied
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Negotiation
Definition
A process in which two or more parties exchange good or services and attempt to agree on the exchange rates for them
Bargaining Strategies
Distributive Bargaining
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fixed pie - belief that there is only a set amount of good or services to be divided up between parties
involves target points and resistance points, along with settlement range and aspiration range
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Social Negotiation
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Relationships
consider not just what is best for them, but also for other person and for relationship as a whole
3rd Party Negotiations
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Concolidator
a trusted third party who provides an informal communication link between the parties
e.g friend/coworker/manager
Mediator
neutral third party who facilitates a negotiated solution by using reasoning, persuasion and suggestion for alternatives
e.g Labour-management negotiations