Managing Conflict - Negotiation

Agenda

• Negotiation
• Guidelines
• Productive conflict
• Managing conflict

Negotiation

• Distributive
• Integrative

Guidelines

• Study/understand opponent
• Address issue, not person
• Emphasize Win-win solutions
• Create an open and trusting climate
• Be open to accepting Third-Party help

Productive Conflict

• Communicate the need for conflict
• Send ambigious messages
• Bring in outsiders
• Restructure the organization
• Appoint a "Devil's Advocate"

Managing Conflict

• Superordinate Goals
• Increased Communication/Problem Solving
• Changes in Organizational Structure
• Smoothing/Avoidance

Negotiations