18 January 2013 Assignment of Managerial Negotiation

Assignment No : 04 (Four) Topic : A Case study on Conflict Management

Submitted To
Mr. S.M. Hasan Iqbal Chief Technical Adviser European Union Course Instructor : Managerial Negotiation Department of Business Administration

Submitted By
Mahfuza Akter [Mili] ID : 10206038 ( Student of MBA )

THE UNIVERSITY OF ASIA PACIFI

CASE STUDY

Ghosheti Begum is one of your best friends from childhood. She is your colleague too in the same pharmaceutical company Goder Upor Bishfora with similar responsibility. Both you are doing well & the boss Mr. Lal Mia is happy with both of you. You both are very ambitious in life. While Ghosheti is struggling with her familys financial crisis you are enjoying the well off condition. Her father Mr. Chikon Ali is a retired teacher who did not save a lot before retirement. Ghosheti is badly looking for some exposure not only to grow professionally but also to solve their financial turbulence. On the other hand you have such a personality that does not allow any career building opportunity to pass through without your attention and you are not just ready to miss anything like that. Since childhood, you have a close relationship with her family. With the elapse of time, you developed some emotions for eldest brother, Chaklader who is also in love with you. This is known in both families. You are well accepted by their family & your parents are also eagerly waiting for him to come as a family member. You chalked out a plan with him and it is to be announced anytime. Few months later, a very relevant and crucial scholarship opportunity came to your department where you two are contenders. You are just excited to avail this opportunity because it will give your career a new and bright look. On the other hand, Ghosheti is desperate to give her 100% for this opportunity because this is highly flashy scholarship and the incumbent will get lot of financial benefits. This is the last time your organization has been offered to handle this scholarship. But only one person will get this. Mr. Lal suggested both of you to settle the issue and come up with one name for the scholarship. You both are in clear conflict. What will be your strategy to handle this situation?

To analysis the case study viewed the fallowing situation -

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Two opponents with equal power are strongly committed to mutually exclusive goals Stand a strong relationship To achieve goals to complex issues Goals are moderately important, but not worth the effort or potential disruption of more assertive modes To arrive at expedient solutions under time pressure find yourself too sensitive or embarrassed to be effective in bargaining situations find it hard to make concessions As a backup mode when collaboration or competition fails to be successful

To handle such situation need to applied the conflict management style Compromising (You bend, I bend )Symbol: Fox The middle ground approach. Pros: Useful in complex issues without simple solutions; all parties are equal in power. Cons: No one is ever really satisfied; less than optimal solutions get implemented
( Foxes use a compromising conflict management style; concern is for goals and relationships. Foxes are willing to sacrifice some of their goals while persuading others to give up part of theirs Compromise is assertive and cooperative-result is either win-lose or lose-lose Foxes seek a compromise they give up part of their goals and persuade the other person in a conflict to give up part of his/her goals. Foxes seek a conflict situation in which both sides gain something the middle ground between two extreme positions. Advantage: relationships are maintained and conflicts are removed Disadvantage: compromise may create less than ideal outcome and game playing can result )

Reason for choosing this conflict management style

Compromising is intermediate in both assertiveness and cooperativeness. The object is to find some expedient, mutually acceptable solution which partially satisfies both parties. It falls on a middle ground between competing an accommodating. Compromising gives up more than competing but less than accommodating. Likewise, it addresses an issue more directly than avoiding, but doesnt explore it in as much depth as collaborating. Compromising might mean splitting the difference, exchanging concessions, or seeking a quick middle-ground position. Determine whether a true consensus can be achieved. If so, reinforce through merits of their position and constructively guide the conflict into a free communicating environment where the consensus can be pursued.

Use the following strategies to handle the compromising management style -

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Pay attention to the interests that are being presented Always try to give the best and forget about the result Manage stress while remaining alert and calm Control emotions and behavior Pay attention to the feelings being expressed Be aware of and respectful of differences. Achieve the capacity to recognize and respond to important matters Quickly relieve stress to remain relaxed and focused on goals Improve nonverbal communication skills Use humor and play to deal with challenges Pick your battles Know when to let something go Listen first; talk second Be open to creating a discussion about fixing the problem Both parties give up something to reach a mutually acceptable solution which prevents them from meeting all of their needs Individuals try to find some expedient, mutually acceptable solution, which partially satisfies both parties