What is conflict? Conflict is a process in which one party believes that its interests are being opposed or negatively affected by another party.

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What is conflict? Conflict is a process in which one party believes that its interests are being opposed or negatively affected by another party.

Functional & Dysfunctional Conflict Functional Conflict Innovation Creativity Research & development Marketing Dysfunctional Conflict One -dimensional jobs: older practices Sustainability of job market

Possible causes of avoiding conflict: o harm o rejection o loss of relationship o anger o being seen as selfish o saying the wrong thing o failing o hurting someone else o getting what you want o intimacy

Different types of conflict Personality conflict Intergroup conflict Cross cultural conflict Work family conflict

Conflict management styles Five alternative styles for managing dysfunctional conflict: integrating obliging dominating avoiding compromising

What is Negotiation? A give - and - take decision - making process involving interdependent parties with different preferences.

Common examples of negotiations Labor – Management Wages Hours Working conditions Suppliers Price Delivery Credit terms

Two basic types of Negotiation Distributive (Not so good) Integrative (Good)

Distributive negotiations Fixed pie One party always benefits at the expense of another Parasitic relationship Does not always have to occur

Why is distributive type bad? Most peoples mindset Win-Lose Thinking Assumption that one party must suffer Assumption that intentions always directly conflict

Integrative type Negotiation Both groups benefit from results Win – Win thinking What managers mindset should be Great way to deal with conflict

Added - Value Negotiation parties develop deals between each other productive long-term relationships are build similar to adding value to a value chain

Why are Negotiations Important? Dysfunctional conflict resolution Need to please many parties Getting what you want Adding value Forming long term relationships Having a job you enjoy