Unit 5- Conflict & Negotiation

Question 1

Definition of a conflict

Answer 1

Is a process according to which, a person perceives that another person is acting or going to act against his/her interests

Question 2

The most common way to deal with a conflict

Answer 2

Avoid it

Question 3

Types of conflict (Robbins)

Answer 3

1. Task- The conflict comes up based on the content, goals and targets of the specific task
2. Relationship- The conflict is based up on people negative interaction (incompatibility, lack of adequate values…)
3. Process- Conflict arises because of the way in which work is carried out
4. Functional- As far as conflict is moderate, it can stimulate the exchange of ideas, discussion and create an adequate environment for creativity and innovation.
5. Dysfunctional- In general terms, conflicts caused by interpersonal relations are dysfunctional, as these tensions impact negatively on communication, interfere in mutual comprehension and performance declines

Question 4

Conflict resolution styles

Answer 4

Compete- lion (I win- you lose)
Accomodate- dove (I lose- you win)
Avoid- turtle (I love- you lose)
Compromise- fox (I lose some/win some- you lose some/win some)
Collaborate- owl (I win- you win)

Question 5

2 attitudes when there is a conflict

Answer 5

1. Ignoring the conflict
2. Negotiating a solution

Question 6

Negotiation strategies

Answer 6

1. distribution
2. integration

Question 7

Distribution negotiation strategy

Answer 7

• Reaching an agreement by dividing the results.
• Deepen differences
• Example: United Nations after World War II (Germany and Japan did not take part as permanent members Security Council)

Question 8

Integration negotiation style

Answer 8

• Including the parts in conflict in the final solution
• Boost reconciliation
• Example: Europe after World War II (Italy and Germany made part of the European Communities)

Question 9

Phases of negotiation (Dash & Martinez Vilanova)

Answer 9

1. Preparation- interest, search of info, goals setting
2. Strategic design- optics, tactics, rationale
3. Implementation- styles, alternatives, objections, proposals
4. Agreement and closing-up- granted aspects, contracts, evaluation

(Always active listening)

Question 10

Negotiation styles in different countries

Answer 10

English negotiator- avoid confrontation, modest negotiators

French negotiators- logical debate, careful when entering into a conversation

Swedish negotiator- wider range of discussion

Spanish an Italian negotiators- careful use of language, eloquent and expressive

Australian negotiator- very cautious, open and frank style of conversation

Canadian negotiator- harmonious, modest negotiators

Dutch negotiator- facts and figures, avid communicators, long debate before finalizing

Chinese negotiators- don’t expect immediate answers, usually holds meetings to gather information