Conflict and Negotiations

Conflict and Negotiations


For the Module 3 SLP you will be applying the concepts you learned in the background materials regarding conflict and negotiation to a situation from your own personal experiences. Carefully review the background materials regarding types of conflict, causes of conflict, negotiation stages, and conflict management styles. It is important to first understand these topics from the background readings before starting this assignment.

Types of Conflicts

According to Deng, Zhang, and Fan (2021), channel conflicts (between manufacturers and distributors) are categorized as functional or dysfunctional.

Functional conflict refers to differences in opinions between a manufacturer and a distributor regarding tasks, procedures, strategy, business ideas and other business-related issues that tend to be openly discussed and resolved and facilitate the strengthening of the relationship. In contrast, dysfunctional conflict is relationship conflict composed of strong disagreements, underlying emotions and actions (e.g., attacks, clashes and sarcasm) taken by a manufacturer or a distributor or both parties that lead to frustration and hostility in the relationship. (Loughry & Amason, 2014; Skarmeas, 2006; as cited in Deng, Zhang, & Fan, 2021, p. 178)

An easy way to separate and remember the two conflict types is that functional conflicts are task-related while dysfunctional conflicts are relationship-oriented. According to Deng, Zhang, and Fan (2021), functional conflicts are viewed as healthy disagreements as participants voice their ideas and work out recommendations to stronger and equitable solutions that might not be achieved if only one person makes a decision. It results in a stronger cohesion between all those involved in the conflict.

Dysfunctional conflicts are manifested by frustration, hostility, and strong verbal disagreements. This type of conflict results in weak organizational cohesion and unhealthy behaviors, such as hiding or falsifying information (Deng, Zhang, & Fan, 2021).

Once you have thoroughly reviewed the background materials, think of a situation in the workplace where a conflict erupted and management had to intervene and some type of negotiation was involved. Then write a 2- to 3-page paper, which means not less than 2 full pages, addressing the following four questions. Make sure to cite at least one of the required background readings for each of your four answers, for a total of four cited references:

1. Was this conflict functional or dysfunctional? (Deng, et al., 2021) or

2. Was the conflict intraindividual or interactive conflict, as discussed in Luthans, Luthans, and Luthans (2021), pages 258-264.

3. Of the five approaches to conflict management, Accommodation, Compromise, Avoidance, Competition, and Collaboration, outlined in Cioarţă (2021), which approach most closely describes the approach used by management to resolve this conflict?

4. What stages of contemporary negotiation skills did management go through?


· SLP assignments are to be prepared in Microsoft Word and should be 2 to 3 pages, which means not less than 2 full pages, in addition to a cover page (course name and number, module number, session name, student name, and date prepared) and a reference list. The paper should be double-spaced, using 12-pt. type in Times New Roman font. It should consist of a 3- to 4-sentence introduction, a body that contains a heading and discussion for every assignment question, and a 3- to 4-sentence conclusion, and use Trident University International’s cover page. The reference list page must be in APA format, current edition, and contain 3 scholarly references (high-quality journal articles or textbooks).

· Use headings and subheadings to improve presentation values.

· Include both a  References page and in-text citations. Attention is to be given to citing sources of information in-text as well as in the  References page at the end of the paper.


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