Conflict and negotiation in group
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Conflict And Negotiation
In group
Anuradha Tiwari
M.B.A II yr
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What is Group….?
“A Collection of individuals who have regular contact and frequent
interaction ,mutual influence ,common feeling of loyalty and who
work together to achieve a common set of goal.”
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Definition of Conflict
“An active disagreement between people with opposing opinions or
principle of each other.”
“An open clash between two opposing groups(or individuals).”
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View of Conflict
Traditional View of Conflict
The belief that all conflict is harmful and must be avoided.
Human Relations View of Conflict
The belief that conflict is a natural and inevitable outcome in any group.
Interactionist View of Conflict
The belief that conflict is not only a positive force in a group but that it is absolutely necessary for a group to perform effectively.
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The function of conflict
Function Exterior Group Interior Group
Connection Asserts relationship Maintains relations by
releasing tension
Definition Sharpens exterior
boundaries
Sharpen internal
boundaries
Revitalization Revitalizes mores and
traditions
Strengthens underling
values of membership
Reconnaissance Gets information for peace-
making or war
Gets information for
cooperation
Replication Given balance of power,
generates similarity of
structure
Generates a similarity of
behaviour
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Symptoms of conflict
• Tension
• No desire to communicate
• Work not done properly
• Slipping morale
• Accidents
• Absenteeism
• Failing productivity
• Anger occurs quickly and easily
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The process of conflict
Sources of conflict
- Goals
-Values
-Tasks
-Resource
-Rules
-Communication
Conflict
perception
Conflict
emotion
Manifest conflict
-Conflict style
-Decisions
-Over behaviours
Conflict outcomes
Positive :
-Decisions
-Cohesiveness
Etc.
Negative:
-Turn over
-Politics
-Stress
Etc.
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Functional Conflict
and Dysfunctional Conflict
Functional Conflict
Conflict that supports the goals
of the group and improves its
performance.
Dysfunctional Conflict
Conflict that hinders group
performance.
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Conflict management styles
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Types of conflict
Task Conflict
Conflicts over content and goals of the work.
Relationship Conflict
Conflict based on interpersonal
relationships.
Process Conflict
Conflict over how work gets done.
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Definition of Negotiation
“A Process by which two parties interact to resolve a
conflict jointly is called negotiation.”
“A process in which two or more parties exchange goods or
services and attempt to agree on the exchange rate for
them.”
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Negotiation styles
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BATNA
The Best Alternative To a Negotiated
Agreement; the lowest acceptable value
(outcome) to an individual for a negotiated
agreement.
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STAGS OF NEGOTIATION
• Preparation & planning
• Establishment fundamental attitude and defining basic rules
• Clarification and justification
• Bargaining and problem solving
• Closures and Implementation
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Personality
Gender
Cultural
Individual Differences in Negotiation
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Dos and Don’ts
Don’ts Dos
Don’t see it as a contest See is as a jointly efforts, Win-Win
Don’t bargain over positions Solve a problem jointly
Don’t focus on differences Attack the problem
Don't search for the one right
solution
Focus on common interest
Don’t attack people Be creative, brainstorming jointly
multiple option to choose from
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Negotiating Rationally in group
• Does the group expand its focus to include all viable negotiable
issues in the discussions?
• Does the group discuss priorities and preferences among issues?
• Does the group focus its efforts on problem solving?
• Will the group consider unique and innovative solutions?
• Is the group willing to trade-off issues of high priority interest?
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Improving Negotiation Skills
Set Ambitious Goals
Pay Little Attention to Initial Offers
Research Your Opponent
Address the Problem, Not the Personalities
Be Creative and Emphasize Win-Win Solutions
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