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Chapter 17

Chapter 17. Collaborator and Negotiator. Conflict Defined. Expression of differences in: Values Viewpoints Goals Attitudes or beliefs between individuals, groups, or organizations May be actual or perceived. Historical Views of Conflict. Before 1960, conflict was Always bad

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Chapter 17

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  1. Chapter 17 Collaborator and Negotiator

  2. Conflict Defined • Expression of differences in: • Values • Viewpoints • Goals • Attitudes or beliefs between individuals, groups, or organizations • May be actual or perceived

  3. Historical Views of Conflict • Before 1960, conflict was • Always bad • To be avoided at all costs • Something wrong with organizations or persons who engaged in conflict

  4. Historical Views of Conflict • After 1960, conflict was • Good for the organization • Resulted in change, new ideas • Inevitable • Productive and growth producing • Lead to a higher level of performance

  5. Types of Conflict • Functional • Dysfunctional

  6. When Does Conflict Occur? • Does it find you or… • Do you look for it? • Is there a value difference? • Is there a change going on? • Is there a desire for limited and scarce resources?

  7. Power Types • Reward • Coercive • Expert • Referent • Legitimate • Information

  8. Categories of Conflict • Interpersonal • Intrapersonal • Intragroup • Intergroup

  9. Methods of Reducing Conflict • Avoidance • Withholding • Accommodation • Forcing • Compromise • Competing • Confronting

  10. Negotiation • Gentle art of having opposing party understand your position and come to a compromise about theirs

  11. Negotiation Process • Issue must be one that can be negotiated • Both sides must be able to give up something they deem important • Winning over opponent is not the ultimate goal

  12. Negotiation Process • Must have trust on both sides • Must have faith in negotiation process itself

  13. Let’s Make a Deal • Positional bargaining • Interest bargaining

  14. Principled Negotiation • Only objective data should be utilized • Focus should be on mutual interests • Separate person from issue or problem

  15. Principled Negotiation • Look at alternatives that have mutually acceptable solutions • Trust is assumed by both sides

  16. Collaboration • Problems are brought into the open • Goal • Bring issues to conversation • Identify underlying causes to find a solution that is mutually acceptable

  17. Collaboration

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