How to Become a Better Negotiator, Second Edition

Chapter 5. Managing Conflict

Any time you bring two or more people together to solve a problem or make a decision—or to negotiate—there’s a chance of conflict. Indeed, conflict may be the motive for their interaction! Even well-meaning people who seek agreement in good faith can slip into conflict. Why? There are several good reasons. One is the interdependence that exists between people, departments, and organizations; each has unique interests, goals, and plans. Conflicts also arise because negotiators bring different objectives to the table. Achieving one objective may result in non-achievement of the other—an objective that someone values. Other reasons for conflict include competition for resources, personal antagonisms, and organizational ...