Negotiation and Conflict

This presentation discusses the concepts of negotiation and conflict in business organizations. It explores the types of negotiation strategies and the role of third parties in negotiations. It also highlights the positive consequences of conflicts and the stages in the conflict process.

NEGOTIATION

CONFLICT
 Conflict is a process which begins when one party
eventually perceives the other and due to this, any of the
party gets negatively affected.
 Each and every business organisation faces the problem of
workplace conflict and they have to take relative steps in
order to solve them as soon as possible to maintain and
promote harmony in the firm.
Some of them has been discussed as below:
 Incompatibility of goals and objectives
 Difference in the interpretation of facts and figures
 Major disagreement which is generally based on the
behaviour expectations

Different stages in the conflict process
Stage I: Potential opposition
 Communication
 Structure
 Personal variables
Stage II: Cognition and personalisation
 Perceived conflict
 Felt conflict

Stage III: Intentions
 Competing
 Collaborating
 Compromising
 Avoiding
 Accommodating
Stage IV: Behaviour
 Conflict management
Continued...
Stage V: Outcomes
 Increase in group
performance
 Improvement in quality
of decisions
 Provision for problem
solving

Positive consequences OF conflicts
 Positive consequences relating to conflicts lead towards
new ideas, growth and development.
 Generally, it affects innovation and creativity process in
the business venture.
 Motivates change and focuses on new approaches as well
as the ideas.
 Promotes effectiveness in the organisation.
 Serve as a safety valve for indicating problems and
bringing the same in front of everyone so that best
decision can be taken into consideration.

NEGOTIATION
 Negotiation can be defined as a process where two or more
parties generally exchange goods and services and make a
positive attempt to agree the same on exchange rate which
is accepted by the both the parties.
 Further, negotiation is also considered as a settlement
between two or more parties who generally intended to
reach towards a common beneficial outcome.
 With this process, people generally focuses on setting
down the differences and also disputes within the business
enterprise

Types of negotiation in business organisation
The types of negotiation strategies has been divided into three
major categories and the description of the same has been
given down under:
 Managerial negotiation
 Commercial negotiation
 Legal negotiation

Third party negotiation
Different parties who are the part of the same and the role of
these third parties has been discussed down under:
 Mediator
 Arbitrator
 Conciliator
 Consultant

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Themnér, L. and Wallensteen, P., 2014. Armed conflicts. 1946–2013.
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Redpath, S.M. and et.al., 2013. Understanding and managing
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100-109.

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