9: Handle Conflict and Negotiation
- Page ID
- 15539
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- 9.1: Prelude to Conflict and Negotiation
- The focus of this chapter is to discuss conflict and negotiation and how to avoid difficult situations when negotiating.
- 9.2: Understanding Conflict
- In this chapter, you’ll see that learning how to handle conflict and engaging in effective negotiation are key to successful human relations and to a successful career. Learning how to handle conflict confidently is a key component in your emotional intelligence toolkit, specifically, self-awareness and relationship management. Without the ability to deal with conflict, we would have no friends or partner, and very little work would get done.
- 9.3: Causes and Outcomes of Conflict
- There are many potential root causes of conflict at work. We’ll go over six of them here. Remember, anything that leads to a disagreement can be a cause of conflict. Although conflict is common to organizations, some organizations have more than others.
- 9.4: Conflict Management
- There are a number of different ways of managing organizational conflict, which are highlighted in this section. Conflict management refers to resolving disagreements effectively.
- 9.5: Negotiations
- A common way that parties deal with conflict is via negotiation. Negotiation is a process whereby two or more parties work toward an agreement. There are five phases of negotiation, which are described in this section: Investigation, Determine Your BATNA, Presentation, Bargaining, and Closure.
- 9.6: Ethical and Cross-Cultural Negotiations
- Ethics establish a way of doing what is right, fair, and honest. If your counterpart feels you are being unfair or dishonest, he or she is less likely to make any concessions—or even to negotiate with you in the first place. Not understanding cultural differences is another common mistake. Some cultures have a higher or lower threshold for conflict. For example, in countries such as Japan or Korea, the preference is for harmony (called wa in Japan) rather than overt conflict.