{"id":467,"date":"2019-04-09T17:44:37","date_gmt":"2019-04-09T17:44:37","guid":{"rendered":"https:\/\/courses.lumenlearning.com\/wm-organizationalbehavior\/?post_type=chapter&#038;p=467"},"modified":"2024-04-24T22:48:02","modified_gmt":"2024-04-24T22:48:02","slug":"negotiation-vs-conflict-management","status":"publish","type":"chapter","link":"https:\/\/courses.lumenlearning.com\/wm-organizationalbehavior\/chapter\/negotiation-vs-conflict-management\/","title":{"raw":"Negotiation vs. Conflict Management","rendered":"Negotiation vs. Conflict Management"},"content":{"raw":"<div class=\"textbox learning-objectives\">\r\n<h3>Learning OUtcomes<\/h3>\r\n<ul>\r\n \t<li>Discuss how negotiating is different from managing conflict<\/li>\r\n<\/ul>\r\n<\/div>\r\nWe negotiate every day. We might be looking for a better job, trying to purchase a used car, or walking down the street on the right side and seeing someone coming right toward us, seemingly unwilling to step to the left. We don\u2019t necessarily think about whether we won or lost a negotiation when we step to the left and let the walker pass, but it\u2019s a negotiation, nonetheless.\r\n\r\nNegotiation is the process of discussing each individual's position on a topic and attempting to reach a solution that benefits both parties. We often step in and negotiate when a conflict is taking place, but conflict doesn\u2019t have to exist for there to be an opportunity for negotiation. It can be a discussion of an exchange of goods and services (or just jockeying for position on a sidewalk).\r\n\r\nAll negotiations share four common characteristics:\r\n<ul>\r\n \t<li>The parties involved are somehow interdependent<\/li>\r\n \t<li>The parties are each looking to achieve the best possible result in the interaction for themselves<\/li>\r\n \t<li>The parties are motivated and capable of influencing one another<\/li>\r\n \t<li>The parties believe they can reach an agreement<\/li>\r\n<\/ul>\r\nIf these conditions don\u2019t exist, neither can a negotiation. The parties have to be interdependent\u2014whether they are experiencing a conflict at work or want to do business with one another. Each has an interest in achieving the best possible result. The parties are motivated and capable of influencing one another, like a union bargaining for better working conditions. A worker doesn\u2019t have influence over a manufacturer, but a union of workers does, and without that influence as a factor, both parties won\u2019t be motivated to come to the table for discussions. Finally, the parties need to believe they can reach an agreement; otherwise any negotiation talks will be futile.\r\n<div class=\"textbox tryit\">\r\n<h3>Practice Question<\/h3>\r\nhttps:\/\/assess.lumenlearning.com\/practice\/788f23f1-46f8-470f-a92e-3e91d0dbd05d\r\n\r\n<\/div>\r\nThere are two basic types of negotiation\u2014distributive and integrative:\r\n<h2>Distributive Negotiation<\/h2>\r\nDistributive negotiation operates under zero-sum conditions. Anything one party gains in the deal is lost by the other party. There can be a winner and a loser, and parties are usually opposing each other. Any relationship between the two parties is usually short term, as at least one party will walk away a \u201closer\u201d of sorts and animosities can build.\r\n<div class=\"textbox examples\">\r\n<h3>Buying a Used Car<\/h3>\r\nImagine you\u2019re looking to purchase a used car. You might meet a salesperson on the lot. You ask the price of the green Chevy. The salesperson tells you, and you shake your head\u2014you know you don\u2019t want to pay that much. You make an offer that\u2019s significantly cheaper than the current sales price. Negotiation begins.\r\n\r\nThe new price will likely come at the commission of the salesperson, as there\u2019s a fixed amount of resources to be divided. As you \u201cwin\u201d a discounted price, he \u201closes\u201d commission. You and the salesperson are opposing each other in the price negotiation. And when the purchase is complete, you\u2019ll part ways, not likely to interact again.\r\n\r\n<\/div>\r\n<h2>Integrated Negotiation<\/h2>\r\nIntegrated negotiation features a variable amount of resources to be divided. In integrated negotiations, both parties can walk away winners. Their primary interests don\u2019t make them \u201copposing parties,\u201d but rather they\u2019re convergent or congruent with one another. In integrated negotiations, the relationship can be of longer term, because feelings are preserved and no one walks away a loser.\r\n<div class=\"textbox examples\">\r\n<h3>Residential Amusement Park<\/h3>\r\nLet\u2019s say a long-operating amusement park is now surrounded by residential housing. One fall, the park announces that they\u2019re going to open a roller coaster on the side of the park that\u2019s closest to the residential neighborhood, and they\u2019re going to build a parking structure to accommodate the extra guests they\u2019re sure the coaster will attract. Neighbors mount a protest\u2014they don\u2019t want noise and the extra traffic that the roller coaster will bring. They complain to the city, and meetings are called.\r\n\r\nThe amusement park realizes that having the trust of these area homeowners is important because their complaints are not only well-founded but can cause delays to the park's plans. The park agrees to move the parking structure to the other side of the park, reposition speakers that might create too much noise for their neighbors and build a wall to keep the sound in the park and not out in the neighborhood. It\u2019s a win-win for both sides\u2014neighbors keep a neighborhood free from traffic and noise, and the amusement park can add its profit-building roller coaster. Additionally, if the park can keep the neighborhood on its side, people from the neighborhood are more likely to visit the park.\r\n\r\n<\/div>","rendered":"<div class=\"textbox learning-objectives\">\n<h3>Learning OUtcomes<\/h3>\n<ul>\n<li>Discuss how negotiating is different from managing conflict<\/li>\n<\/ul>\n<\/div>\n<p>We negotiate every day. We might be looking for a better job, trying to purchase a used car, or walking down the street on the right side and seeing someone coming right toward us, seemingly unwilling to step to the left. We don\u2019t necessarily think about whether we won or lost a negotiation when we step to the left and let the walker pass, but it\u2019s a negotiation, nonetheless.<\/p>\n<p>Negotiation is the process of discussing each individual&#8217;s position on a topic and attempting to reach a solution that benefits both parties. We often step in and negotiate when a conflict is taking place, but conflict doesn\u2019t have to exist for there to be an opportunity for negotiation. It can be a discussion of an exchange of goods and services (or just jockeying for position on a sidewalk).<\/p>\n<p>All negotiations share four common characteristics:<\/p>\n<ul>\n<li>The parties involved are somehow interdependent<\/li>\n<li>The parties are each looking to achieve the best possible result in the interaction for themselves<\/li>\n<li>The parties are motivated and capable of influencing one another<\/li>\n<li>The parties believe they can reach an agreement<\/li>\n<\/ul>\n<p>If these conditions don\u2019t exist, neither can a negotiation. The parties have to be interdependent\u2014whether they are experiencing a conflict at work or want to do business with one another. Each has an interest in achieving the best possible result. The parties are motivated and capable of influencing one another, like a union bargaining for better working conditions. A worker doesn\u2019t have influence over a manufacturer, but a union of workers does, and without that influence as a factor, both parties won\u2019t be motivated to come to the table for discussions. Finally, the parties need to believe they can reach an agreement; otherwise any negotiation talks will be futile.<\/p>\n<div class=\"textbox tryit\">\n<h3>Practice Question<\/h3>\n<p>\t<iframe id=\"assessment_practice_788f23f1-46f8-470f-a92e-3e91d0dbd05d\" class=\"resizable\" src=\"https:\/\/assess.lumenlearning.com\/practice\/788f23f1-46f8-470f-a92e-3e91d0dbd05d?iframe_resize_id=assessment_practice_id_788f23f1-46f8-470f-a92e-3e91d0dbd05d\" frameborder=\"0\" style=\"border:none;width:100%;height:100%;min-height:300px;\"><br \/>\n\t<\/iframe><\/p>\n<\/div>\n<p>There are two basic types of negotiation\u2014distributive and integrative:<\/p>\n<h2>Distributive Negotiation<\/h2>\n<p>Distributive negotiation operates under zero-sum conditions. Anything one party gains in the deal is lost by the other party. There can be a winner and a loser, and parties are usually opposing each other. Any relationship between the two parties is usually short term, as at least one party will walk away a \u201closer\u201d of sorts and animosities can build.<\/p>\n<div class=\"textbox examples\">\n<h3>Buying a Used Car<\/h3>\n<p>Imagine you\u2019re looking to purchase a used car. You might meet a salesperson on the lot. You ask the price of the green Chevy. The salesperson tells you, and you shake your head\u2014you know you don\u2019t want to pay that much. You make an offer that\u2019s significantly cheaper than the current sales price. Negotiation begins.<\/p>\n<p>The new price will likely come at the commission of the salesperson, as there\u2019s a fixed amount of resources to be divided. As you \u201cwin\u201d a discounted price, he \u201closes\u201d commission. You and the salesperson are opposing each other in the price negotiation. And when the purchase is complete, you\u2019ll part ways, not likely to interact again.<\/p>\n<\/div>\n<h2>Integrated Negotiation<\/h2>\n<p>Integrated negotiation features a variable amount of resources to be divided. In integrated negotiations, both parties can walk away winners. Their primary interests don\u2019t make them \u201copposing parties,\u201d but rather they\u2019re convergent or congruent with one another. In integrated negotiations, the relationship can be of longer term, because feelings are preserved and no one walks away a loser.<\/p>\n<div class=\"textbox examples\">\n<h3>Residential Amusement Park<\/h3>\n<p>Let\u2019s say a long-operating amusement park is now surrounded by residential housing. One fall, the park announces that they\u2019re going to open a roller coaster on the side of the park that\u2019s closest to the residential neighborhood, and they\u2019re going to build a parking structure to accommodate the extra guests they\u2019re sure the coaster will attract. Neighbors mount a protest\u2014they don\u2019t want noise and the extra traffic that the roller coaster will bring. They complain to the city, and meetings are called.<\/p>\n<p>The amusement park realizes that having the trust of these area homeowners is important because their complaints are not only well-founded but can cause delays to the park&#8217;s plans. The park agrees to move the parking structure to the other side of the park, reposition speakers that might create too much noise for their neighbors and build a wall to keep the sound in the park and not out in the neighborhood. It\u2019s a win-win for both sides\u2014neighbors keep a neighborhood free from traffic and noise, and the amusement park can add its profit-building roller coaster. Additionally, if the park can keep the neighborhood on its side, people from the neighborhood are more likely to visit the park.<\/p>\n<\/div>\n\n\t\t\t <section class=\"citations-section\" role=\"contentinfo\">\n\t\t\t <h3>Candela Citations<\/h3>\n\t\t\t\t\t <div>\n\t\t\t\t\t\t <div id=\"citation-list-467\">\n\t\t\t\t\t\t\t <div class=\"licensing\"><div class=\"license-attribution-dropdown-subheading\">CC licensed content, Original<\/div><ul class=\"citation-list\"><li>Negotiation vs. Conflict Management. <strong>Authored by<\/strong>: Freedom Learning Group. <strong>Provided by<\/strong>: Lumen Learning. <strong>License<\/strong>: <em><a target=\"_blank\" rel=\"license\" href=\"https:\/\/creativecommons.org\/licenses\/by\/4.0\/\">CC BY: Attribution<\/a><\/em><\/li><\/ul><\/div>\n\t\t\t\t\t\t <\/div>\n\t\t\t\t\t <\/div>\n\t\t\t <\/section>","protected":false},"author":17,"menu_order":10,"template":"","meta":{"_candela_citation":"[{\"type\":\"original\",\"description\":\"Negotiation vs. Conflict Management\",\"author\":\"Freedom Learning Group\",\"organization\":\"Lumen Learning\",\"url\":\"\",\"project\":\"\",\"license\":\"cc-by\",\"license_terms\":\"\"}]","CANDELA_OUTCOMES_GUID":"d30417c8-d585-4abd-a142-b320e89a0efc, 10a79872-d860-42a8-86b9-b7e09227f806","pb_show_title":"on","pb_short_title":"","pb_subtitle":"","pb_authors":[],"pb_section_license":""},"chapter-type":[],"contributor":[],"license":[],"class_list":["post-467","chapter","type-chapter","status-publish","hentry"],"part":32,"_links":{"self":[{"href":"https:\/\/courses.lumenlearning.com\/wm-organizationalbehavior\/wp-json\/pressbooks\/v2\/chapters\/467","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/courses.lumenlearning.com\/wm-organizationalbehavior\/wp-json\/pressbooks\/v2\/chapters"}],"about":[{"href":"https:\/\/courses.lumenlearning.com\/wm-organizationalbehavior\/wp-json\/wp\/v2\/types\/chapter"}],"author":[{"embeddable":true,"href":"https:\/\/courses.lumenlearning.com\/wm-organizationalbehavior\/wp-json\/wp\/v2\/users\/17"}],"version-history":[{"count":8,"href":"https:\/\/courses.lumenlearning.com\/wm-organizationalbehavior\/wp-json\/pressbooks\/v2\/chapters\/467\/revisions"}],"predecessor-version":[{"id":2164,"href":"https:\/\/courses.lumenlearning.com\/wm-organizationalbehavior\/wp-json\/pressbooks\/v2\/chapters\/467\/revisions\/2164"}],"part":[{"href":"https:\/\/courses.lumenlearning.com\/wm-organizationalbehavior\/wp-json\/pressbooks\/v2\/parts\/32"}],"metadata":[{"href":"https:\/\/courses.lumenlearning.com\/wm-organizationalbehavior\/wp-json\/pressbooks\/v2\/chapters\/467\/metadata\/"}],"wp:attachment":[{"href":"https:\/\/courses.lumenlearning.com\/wm-organizationalbehavior\/wp-json\/wp\/v2\/media?parent=467"}],"wp:term":[{"taxonomy":"chapter-type","embeddable":true,"href":"https:\/\/courses.lumenlearning.com\/wm-organizationalbehavior\/wp-json\/pressbooks\/v2\/chapter-type?post=467"},{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/courses.lumenlearning.com\/wm-organizationalbehavior\/wp-json\/wp\/v2\/contributor?post=467"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/courses.lumenlearning.com\/wm-organizationalbehavior\/wp-json\/wp\/v2\/license?post=467"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}