Durham International Manufacturing Company

Running head: CONFLICT MANAGEMENT AND NEGOTIATIONS 1

Conflict Management and Negotiations

Revenia J Smith

Dr. Paul Jaikaran

Negotiation and Conflict Resolution

CONFLICT MANAGEMENT AND NEGOTIATIONS 2

Abstract (not required)

CONFLICT MANAGEMENT AND NEGOTIATIONS 3

1. Given the conflict provided, explain how to apply three conflict approaches. Which one do you think would be the most effective and explain why.

The following graph is a representation of the relationship and outcome concerns with high and low priorities represented for each negotiation strategy.

The accommodating strategy (also called yielding or obliging) shows little or no concern as to whether they attain their outcomes, but are very interested in the other party attaining their outcomes. This strategy is not suitable for negotiating with the business unit managers because this strategy will give them too much latitude where self-interest and bias will dictate the outcomes. The issue is the perception that some of the business units are experiencing a disproportionate number of audits and subsequently causing below stated goal performance.

CONFLICT MANAGEMENT AND NEGOTIATIONS 4

There exists sufficient concern for the outcome and relationship to refrain from the accommodating negotiating strategy. I would use this strategy when I know I am wrong.

According to Lewicki (et al), the parties show little interest in the whether either party attains their outcomes (p. 23). The avoiding strategy is inappropriate for this negotiating situation because this strategy accomplishes nothing and does not address the perception related to the below-goal performance of a business unit. In addition, there is a high value associated with business units performing at or above stated goals and is an excellent measure associated with strategic objectives of the company. I would use this strategy if the...