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The Nature of Negotiation - Coggle Diagram
The Nature of Negotiation
Approach to the subject
Bargaining: win-lose
Negotiation: win-win
How does negotiation occures?
To agree how to share or divide a limited resource
Collaboration between parties to create something new
Resolve problems or disputes
Styles of Conflict Management
Contending: Actors pursue their own outcomes/ show little concern for the other party
Yeilding: No muestras tanto interés por tus resultados pero si por la otra parte
Inaction: no muestran tanto interés de ninguna parte
Problem solving: win-win
Compromising: Muestran un interés moderados de ambas partes
Interdependence
Parties need each other to achieve their preferred outcomes
Win-Lose: I win you lose
Win-Win: Opportunities fot both parties to gain
A mix of convergent and conflicting goals
Levels of conflict
Intrapersonal or intrapsychic conflic
Interpersonal confict
Intragroup conflict
Intergroup conflict
Functions and Benefits of Conflicts
Makes organizational members aware and able to cope with problems
Promises organizational change and adaptation
relaciones fuertes e incremento de moral
promotes awareness
Increase personal development
Encourages psychological development
Can be stimulating and fun
Dysfunction of Conflict
Competitive (win-lose)
Misperceptiona and bias
Emotionality
Decreased communication
Blurred issues
Rigid commitments
Max. differences / Min. similarities
Escalation of conflict
Types of Interdependence Affect outcomes
Zero-sum (distrivutive) : one winner
Non zero-sum (integrative) : a mutual gains situation