Conflict And Negotiation

Question 1

Is conflict useful

Answer 1

Functional conflict

Supports the organisations goals and enhances performance
-better performance
More creativity
Stops group think

Dysfunctional conflict
Hinders the organisations goals and performance

Worst performance
Distrust lower commitment
Lower viability

Question 2

How to resolve conflict

Answer 2

Assertiveness - concern for your own interests

Cooperativeness- empathy for the interests of the person you are in conflict with

Kil man,1992
Four main elements measured on assertiveness and cooperativeness

Compete collaborate avoid and accommodate
With compromise in the middle

Question 3

Moving forward in teams

Answer 3

Reflect on the nature of conflict

Week to understand the position of the other

Ensure good communication and respect

Practice social intelligence empathy and listening

Be ready to negotiate

Question 4

Formal negotiation in business

Answer 4

Process that occurs usually in the response to scarce resources

Often undermined by conflict, in terms of interest

Examples of negotiation
Buying a car
Brexit
Google and HTC acquisition

Question 5

Bargaining strategie

Answer 5

Distributive bargaining- negotiation that seeks to divide up a fixed amount or scope of resources

Integrative bargaining- negotiation that seeks to create a win win solution underpinned by mutual exploration

Question 6

The formal negotiation process

Answer 6

Preparation and planning

Define ground rules

Clarification and justification

Bargaining and problem solving

closure and implementation

Question 7

Negotiation tactics

Answer 7

Small talk

Express positivity and gratitude

Anchor your desire

Offer persuasive arguments

Ask diagnostic questions

Ask brainstorming

Reframe negative questions
Show active listening
Seek to overcome barriers to resistance

Clarify deadlines with reciprocity