Page 132 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills

Notes
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Caution The basis of any good contract is an agreement that benefits both of the partners
in the transaction. Negotiating contract terms should be a give and take process, where
each party walks away feeling like they were treated fairly. Negotiating should not be an
“us” versus “them” scenario. Rather, it should be a collaboration between two parties to
reach a mutual goal. The Merriam-Webster’s Dictionary describes negotiating as “To
arrange for or bring about through conference, discussion, and compromise”. This
definition lays the foundation for successful negotiation strategy and process management.

6.6 Conflict Management Strategies and Techniques

Inevitably there will be conflicts surrounding and within an organization and how they are
resolved can have a negative or positive effect.

Ineffective Techniques

Non-action: This is when people do nothing in hopes that it will someday disappear.
Secrecy: This is when a certain group of the organization try to hide the problem from the
majority.
Administrative orbiting: This happens when people delay the conflict and tell others not to
worry because it’s being worked on.

Due process Non-action: This happens when a problem is too costly, or it will take to long, or is
a big risk.
Character assassination: This action is to diminish an individuals/groups reputation and often
leads to slander.

Effective Techniques

Superordinate goal: This is an organization goal that should be focused on by the conflicting
parties rather than individual goals.
Expanding resources: This is where the conflict is limited resources, so the simple solution is to
provide more.
Changing personnel: This happens when the conflict is pinpointed to an individual commonly
with a low level emotional intelligence.
Changing structure: This is when the organization restructures and creates an integrator role,
which becomes a moderator between the two conflicting parties.
Confronting and negotiating: This is when the parties confront and engage in an open discussion.
There are negotiations in hopes of a mutually agreed upon compromise.

Major Negotiating Approaches

1. Distributive bargaining: Approach in which the goals of the parties are in conflict, and
each party seeks to maximize its resources.
2. Integrative negotiation: This is when both parties want the outcome to be a win-win
situation because both parties have wants (Lewicki).

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