ROBBINS CHAPTER-13Conflict & Negotiation– Chap 13Slide 3Slide 4Slide 5Slide 6NotesENM/MSC 582 SWEENEY 1ROBBINS CHAPTER-ROBBINS CHAPTER-1313DR. PATRICK J. SWEENEYDR. PATRICK J. SWEENEYENM/MSC 582 SWEENEY 2Conflict & Negotiation– Chap 13Conflict & Negotiation– Chap 13•Conflict begins with perceptionConflict begins with perception–““You hurt me.”You hurt me.”•Traditional View… all was badTraditional View… all was bad•Human Relations View… a natural occurrenceHuman Relations View… a natural occurrence•Functional / DysfunctionalFunctional / DysfunctionalConstructive/destructiveConstructive/destructiveTask orientedTask orientedRelationship orientedRelationship orientedProcess orientedProcess orientedENM/MSC 582 SWEENEY 3•THE PROCESSTHE PROCESS… Fig. … Fig. 13-113-1•I.I. Potential opposition Potential oppositionCommunicationCommunicationStructureStructurePersonal VariablesPersonal Variables•II.II. Cognition & Personalization Cognition & PersonalizationPerceivedPerceivedFeltFeltConflict & Negotiation– Chap 13Conflict & Negotiation– Chap 13ENM/MSC 582 SWEENEY 4•III.III. Intentions IntentionsCompetingCompetingCollaboratingCollaboratingAvoidingAvoidingAccommodatingAccommodatingCompromisingCompromising•IV.IV. Behavior…Figs. Behavior…Figs. 13-313-3 & & 13-413-4•V.V. Outcomes OutcomesConflict & Negotiation– Chap 13Conflict & Negotiation– Chap 13ENM/MSC 582 SWEENEY 5•NEGOTIATIONSNEGOTIATIONS•Strategies…Strategies…–Distributed / Integrative… Figs. Distributed / Integrative… Figs. 13-513-5, , 13-613-6•The Process… Fig. The Process… Fig. 13-713-7Preparation and PlanningPreparation and PlanningGround RulesGround RulesClarification / JustificationClarification / JustificationBargaining / Problem SolvingBargaining / Problem SolvingClosure and Closure and IMPLEMENTATIONIMPLEMENTATIONConflict & Negotiation– Chap 13Conflict & Negotiation– Chap 13ENM/MSC 582 SWEENEY 6•Negotiation IssuesNegotiation IssuesPersonalitiesPersonalitiesGenderGenderCulturalCulturalThird PartyThird PartyMediatorMediatorArbitratorArbitratorConciliatorConciliatorConsultantConsultantConflict & Negotiation– Chap 13Conflict & Negotiation– Chap 13ENM/MSC 582 SWEENEY