BUS641: Strategic Negotiations and Conflict Management

1a. Differentiate between negotiation and conflict management

• What is an example of negotiation?
• What is an example of conflict management?
• What is the difference between conflict management and negotiation?
• How can conflict management be used in a negotiation?

Conflict management and negotiation sound very similar but are two separate issues that are closely related. Conflict management is the process of managing conflict or disagreement that may occur between two people or a group of people. Negotiation is the process of coming to an agreement on a specific issue, and sometimes, it may be a conflict that needs to be resolved.

Good conflict management skills can be used to settle a negotiation. As a manager, it will be important for you to understand and assist people through conflicts and negotiations. Understanding the difference between conflict management and negotiation is important because it will help you to settle issues quickly as they arise.

To review, see Defining Conflict Management and Negotiating Effectively.

1b. Compare the different types of negotiation

• What are the different types of negotiation?
• Can you name one example of a type of negotiation?
• How can a manager use the different levels of negotiation to resolve conflict?
• Why is it important to understand the different types of negotiation?

Every day, we use negotiation tactics without being completely aware of what we are doing. For example, you may negotiate with your children to get them to complete homework or complete their chores. Or you may negotiate with a coworker or supervisor to take a needed day off.

The two types of negotiation include integrative and distributive. Integrative tactics use interest-based negotiation and add value to seek a win/win resolution. Distributive tactics in negotiation claim value and attempt to take full advantage of what they can claim. This type of negotiation may not seek a win/win situation but may be okay with a forceful win/lose situation.

Understanding the types of negotiation will help you to better understand the different tactics that people may use during the process of resolution. This understanding may also help you to better use your negotiation skills if you can see how the opposite side is trying to resolve the situation.

To review, see Types of Negotiation.

 

1c. Evaluate why it is important to determine needs

• Why should you try to understand the opposition in a negotiation?
• How can you determine the needs of the opposition?
• Once you understand the needs of the opposition, what can you do with that information?

Determining the needs and wants of the opposition in any negotiation or conflict is important because it will allow you to see why they need a resolution and, sometimes, a possible solution that turns into a win/win situation. For example, if you determine that the opposition needs a minimum amount of money in the resolution, and you know you can authorize that amount, then you can ask for what you need in exchange for that dollar amount.

Determining needs may be as easy as doing your research before a settlement meeting or negotiation. You may be able to determine what the needs are by asking people directly or perhaps others associated with the negotiation process. At that time, they may ask for your needs and wants as well. If it seems that once the needs of both sides are understood, then perhaps it may be that the settlement for both sides is clear and a win/win resolution is in your future.

To review, see Stages of Negotiation.

 

1d. Examine the costs and benefits of managing conflict

• What are the costs and benefits of managing conflict?
• How can you determine the costs of managing conflict?
• How can you determine the benefits of managing conflict?
• Why is it important to determine the costs and benefits of managing conflict?

Many people associate conflict with a negative situation. However, conflict can be very useful as we work to resolve differences. Resolved conflicts can pave the way for a better working relationship or eliminate the need for future conflict resolution meetings. As a manager, understanding how your employees deal with conflict can also be useful when it comes to resolving issues between team members and improving working relationships in the future.

The cost of not resolving conflict can be great. It can result in high turnover with your staff, employee lawsuits if they feel issues were not properly resolved, or just a negative attitude in the workplace. Dealing with conflict before or as it arises can save you time and energy in the future.

To review, see Positive and Negative Sides of Conflict.

 

1e. Differentiate between the different types of conflict

• What are the different types of conflict?
• Why is it important to understand the different types of conflict?
• How can you use the different types of conflict for a resolution?
• Can you name one example of a type of conflict?

Conflict can arise in many forms, and we deal with these situations daily. We may have an issue with a family member first thing in the morning, a co-worker who is angry because he believes he has been given more work than others, or your whole team who is upset over where the Christmas party is going to take place this year. Understanding the different types of conflict is important because it helps to better develop your conflict resolution skills and assist others in managing the conflict.

Most types of conflict fall into one of these four categories: goal, cognitive, affective, and behavioral.

• Goal conflict may occur when a person or group has one specific goal in mind, and it conflicts with others or other groups.
• Cognitive conflict may occur when a person or group has inconsistent ideas that may be different than with others or other groups.
• Affective conflict may occur when emotions or feelings are involved that are different from others in the group or between groups.
• Behavioral conflict occurs when someone in the group acts differently than the rest and makes the situation a little awkward.

To review, see Types of Conflict.

 

Unit 1 Vocabulary

This vocabulary list includes terms you will need to know to successfully complete the final exam.

• affective conflict
• behavioral conflict
• cognitive conflict
• conflict management
• distributive tactics
• goal conflict
• integrative tactics
• negotiation