Importance of Conflict Management Skills Managers spend about 21 of their time dealing with conflict Conflict management skills predict managerial success Thomas Green Case Discussion His individual background and the business How would you describe the personalities and work styles of Green and Davis What do you think of his performance in the first 5 months Sources causes types of conflict Agenda s of Davis and McDonald What should Green do now at the end of the case Conflict handling styles approaches Conflict Handling Negotiation Styles High Concern for own outcomes Competition Collaboration Compromising Avoidance Accommodation Low Low High Concern for other s outcomes Styles Competition Win lose assertive uncooperative When might this be appropriate Emergency situations One time interaction No future interactions expected Don t value the relationship with other party However need to consider reputation Styles Avoidance unassertive withdrawal Suppress conflict by avoiding it or the other party When to use Use when the matter is trivial When you need time to cool down or the other party needs to cool down Then approach the situation when ready Step 1 of a 2 step approach Styles Accommodating Unassertive cooperative Put the needs outcome of the other party above your own When to use When the issue outcome is more important to others When you need to preserve the relationship Lose on the outcome to gain on the relationship Cautions You may eventually blow up Others may view you as a pushover Styles Compromising Split it Each party intends to or is asked to give up something Middle ground results in incomplete satisfaction of both parties concerns When to use Time pressure After struggling for awhile use it as a gesture to preserve the relationship Styles Collaborating assertive cooperative Win win strategy Each party seeks to fully satisfy their concerns and the concerns of the other party Mindset Searching for a mutually beneficial outcome When to use Long term relationships Build a positive reputation Almost any situation