COMM 292 Lecture 12: Conflict and Negotiation
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Conflict: process involving people disagreeing: functional conflict: constructive, supports the group"s goals, conflict is aimed at the issues, dysfunctional conflict, conflict is aimed at relationships, hinders group performance, always negatively affects performance. Forcing: need to be in a power position to force something. Emergency situations where there isn"t time to deliberate. When you are certain that what you know is correct. Negotiation: 2 or more parties exchange goods/services and try to agree upon the exchange rate. How to negotiate: develop a strategy a. History leading up to negotiation i: who is involved iii, what do you want from the negotiation v. Your goals: make negotiation easier by, writing your goals ii. Developing a range of outcomes on a continuum of most hopeful to. Minimally acceptable : prepare assessment of other party"s goals, what will they ask for ii, what terms might they be willing to settle. Their intangible/hidden interests: anticipate your opponent"s position i.
