Conflict and Negotiations

This resource looks at the causes and variants of conflict, the consequences of short and long-term conflicts in teams and groups, and conflict resolution tactics. You will learn about the stages of negotiation, bargaining strategies, and the negotiation process. The text also considers international negotiations and how cultural differences impact those. As you reach the end of the text, ensure that you understand what a BATNA is and why it matters in negotiation.

Conflict in Organizations: Basic Considerations

Types of Conflict

If we are to try to understand the roots of conflict, we need to know what type of conflict is present. At least four types of conflict can be identified:

  1. Goal conflict. Goal conflict can occur when one person or group desires a different outcome than others do. This is simply a clash over whose goals are going to be pursued.
  2. Cognitive conflict. Cognitive conflict can result when one person or group holds ideas or opinions that are inconsistent with those of others. This type of conflict is evident in political debates.
  3. Affective conflict. This type of conflict emerges when one person's or group's feelings or emotions (attitudes) are incompatible with those of others. Affective conflict is seen in situations where two individuals simply don't get along with each other.
  4. Behavioral conflict. Behavioral conflict exists when one person or group does something (i.e., behaves in a certain way) that is unacceptable to others. Dressing for work in a way that "offends" others and using profane language are examples of behavioral conflict.

Each of these types of conflict is usually triggered by different factors, and each can lead to very different responses by the individual or group.