Negotiation Styles, Conflict Resolution, and Team Dynamics

Posted on Jan 28, 2025 in Business Administration and Management (BAM)

Negotiating Styles

Intransigence

The parties to the conflict remain entrenched in their positions.
The negotiators do not address the arguments of the other party.
It can lead to tense situations and the use of inappropriate, intimidating tactics such as threats, coercion, or abuse.
They do not usually reach an agreement, so they are ranked as competitive negotiations without agreement.

Conciliatory

Parties seek common ground to move towards a balanced solution.
The partnership creates a situation without pressure from interests.
They are classified as trade negotiations, inclusive and balanced.

Advantages and Disadvantages of Negotiation Location

Location	Advantages for the Home Team	Disadvantages for the Visiting Team
Home Field	Feels comfortable because it is familiar. Can instantly consult with experts. Can monitor environmental details. Can predetermine interruptions that foster their position.	Not familiar with the space. May not have immediate access to experts. Is in the hands of the other party in regard to organization. Cannot predetermine interruptions in the same way.
Neutral	Nobody controls the organization.	Both sides must provide all logistical support (equipment, experts).

Team Relations

What is Conflict? Types of Conflict

A conflict is a clash of positions arising among several people or groups of people because the behavior of one part hurts the achievement of the objectives pursued by the other.

Types of Conflict

Category	Subcategory	Description
People Involved	Collective	Occurs between workers of the company, taken together, and the company itself. The objective of the conflict is often a discrepancy in general working conditions. Its solution globally affects all those involved.
People Involved	Individual	Occurs between a boss and a subordinate. The object is a claim. The settlement only affects the worker and the employer. It can occur between two persons of the same hierarchical level (two heads or two subordinates).
Characteristics of Interests	Economic	Regulation occurs due to differing interpretations of labor standards. The economic interests of the parties are opposed.
Pressure Measures Used	Peaceful	Negotiation is used. Therefore, the solution is reached through dialogue.
Pressure Measures Used	Violent	One party or both use provocation or coercion.
Results Generated	Positive	The result is satisfactory, acting reasonably, for both parties.
Results Generated	Negative	The result is not satisfactory to both parties; it is a retreat from positions that often aggravates the situation.

What is Negotiation?

Negotiation is a process by which two parties with different positions and objectives try to reach an agreement satisfactory to all concerned.

Basic Elements of Negotiation

Purpose: To resolve conflict.
Subjects: Individuals or groups with opposing positions.
Influence: The authority (economic, social, or intellectual) that either party has, or may have, to exercise power over another.
Ability to Maneuver: This is determined by the bases on which the field of discussion is established.
Agreement: The result of the negotiation.