MGT585-Decision Making Assignment
Deonpalmgrove
Bauer1_0-PPT-Ch10uc.pptTalya Bauer and Berrin Erdogan
Learning Objectives
Understand the different types of conflict
Understand the causes of conflict
Understand the consequences of conflict
Understand how to manage conflict
effectively
Understand the stages of the negotiation process
Understand how to avoid common negotiation mistakes
Engage in conflict management and negotiation ethically
Understand cross-cultural differences in conflict and negotiation
Chapter 10 Conflict and Negotiations
© 2010 Jupiterimages Corporation
© 2010 Jupiterimages Corporation
Negotiation Failure: PointCast
Many “dotcoms” startups of the 1990s consisted of little more than a few employees and a room full of servers.
Stalled negotiations cost PointCast $443 million, ultimately being acquired by Idealab for a mere $7 million.
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Conflict
Is Conflict Always Bad?
The inverted U relationship between performance and conflict.
- What are the types of conflicts that individuals may have at work? Which type have you experienced the most?
- What are some primary causes of conflict at work?
- Explain how miscommunication might be related to a conflict at work.
Discussion
Causes of Conflict
Outcomes of Conflict
Is Your Job at Risk for Workplace Violence?
Dealing With People
Is Your Job at Risk for Workplace Violence?
Being In High-Risk Situations
- What are some primary causes of conflict at work?
- What are the outcomes of workplace conflict? Which types of jobs are the most at risk for workplace violence? Why do you think that is?
- What outcomes have you observed from conflict?
Discussion
Ways to Manage Conflict
Conflict Handling Styles
Conflict Handling Styles
Which Style is Best?
There is no single “right way” to deal with conflict. Although many people have a single method they use most frequently, the best conflict handlers will adapt their style to the situation.
© 2010 Jupiterimages Corporation
Body language can unintentionally fuel a conflict.
OB Toolbox:
How Can You Stimulate Healthy Conflict?
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- List three ways to decrease a conflict situation. What are some pros and cons of each of these approaches?
- Do you deal with conflict differently with friends and family than you do at work? If so, why do you think that is?
- What is you usual conflict-handling style at work? Do you see it as effective or ineffective?
- Describe a situation in which not having enough conflict can be a problem.
Discussion
The Five Phases of Negotiation
The Five Phases of Negotiation
All phases of the negotiation process are important. The presentation is the one that normally receives the most attention but the work done before that point is equally important.
© 2010 Jupiterimages Corporation
Determining your BATNA
“If you don’t know where you’re going, you will probably end up somewhere else.”
- Lawrence J. Peter
OB Toolbox:
BATNA Best Practices
Negotiation Strategies
OB Toolbox:
Seven Steps to Negotiating a Higher Salary
Avoiding Common Mistakes in Negotiations
Tips for Negotiation Success
When All Else Fails: Third Party Negotiations
Third party negotiations are intended to help avoid a formal trial or hearing.
When All Else Fails: Third Party Negotiations
When All Else Fails: Third Party Negotiations
As a last resort, judges resolve conflicts. The Supreme Court of the USA is the highest court in America and consists of nine justices: Chief Justice Roberts (bottom center) and the 8 associate justices (left to right) Alito, Kennedy, Scalia, Thomas, Sotomayor, Stevens, Ginsburg, and Breyer.
You Know It’s Time for a Mediator When…
Ethics and Negotiations
Negotiations Around the Globe
Various other differences exist among cultures, such as levels of trust (e.g., Pakistan), negotiation “rituals” (e.g., China), how information exchanges are handled (e.g., Japan vs. United States), and how negotiations are viewed (e.g., Western vs. other cultures).
Countries have different thresholds for conflict.
- Is the goal of negotiation to maximize your economic outcome at all costs? Why or why not? Is it ethical to do so?
- What are some similarities and differences in conflict management preference and negotiation practices among different countries around the globe? Have you had any negotiating experiences with individuals from other cultures? If so, how did it go? How might it have gone better?
Discussion
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