Organizational Conflict and Negotiation

Adair , W . L Brett , J . M (2005 . The negotiation dance : Time culture , and behavioral sequences in negotiation . Organization Science 16 (1 , 33-51

The article focused on the process of negotiating conflicts as comprised of four stages , which are : 1 ) relational positioning 2 problem identification 3 ) solution generation and 4 ) reaching the agreement . The quasi-experimental study involved dyads for the negotiation from different cultural backgrounds . The exchanges and behavior during the course of the negotiation showed differences in the sequence of action and response across the various stages of the negotiation

. The first two stages are critical in arriving at mutual gains through the exchange of information and exercise of influence and counter-influence . The study contributes to conflict management and negotiation by stressing on culture as an important behavioral context of conflicts and negotiations as well as timing during the negotiation process . The study has implications on conflict management and negotiation in the international business context . However , the study is highly theoretical with little focus on empirical examples of business contexts and application in actual organizations

De Reuver , R (2006 . The influence of organizational power on conflict dynamics . Personnel Review , 35 (5 , 589-603

The study surveyed line managers to determine their reaction to the exercise of power by both their superiors and subordinates during conflicts . The results indicated that line managers tend to respond in a complementary manner to superiors and more reciprocal way to subordinates . The degree of dominance or submissiveness of superiors and subordinates temper the response . The response...