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Marsha Uses The Lose-Lose Conflict Management Style

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1. As depicted by Marsha’s actions and reactions in the case, I believe that Marsha uses the lose-lose conflict management style. Additionally, Marsha uses the avoidance conflict management style when she responds to the news from a co-worker about the amount of her percentage increase. She is clearly bothered by the information, however she avoids the issue – hoping and waiting that Fred would initiate a discussion and the pay increase be handled according to the dean’s guidelines. This particular style influenced this situation as Marsha did not help herself nor Fred; instead she internalized and carried her frustration.
a. Marsha had substance goals, which are goals that deal with outcomes that are related to the content issues under negotiation (Uhl-Bien, Schermerhorn, and Osborn, 2014). Marsha’s goals were to be recognized by Fred for her contributions and impact on the department, plan her goals for the upcoming year and to be compensated adequately for her level of performance.
b. Based on Fred’s goals for the performance levels of the department and wanting to reward performance and restore pay equity, Marsha would most likely have had more successful if she had leveraged a collaborative conflict management approach.
2. As demonstrated by his actions, I believe Fred utilizes both the win-lose and the lose-lose …show more content…
Once Marsha found out what her pay raise was to be, she could have used distributive negotiation strategy to appeal to Fred for additional compensation based on her value to the department. Her support for the argument would be a list of her accomplishments during the prior year - starting new courses, getting her paper published and receiving positive feedback scores from her students. By providing a compelling argument that she was deserving of a higher raise percentage, she may have been able to persuade Fred to modify her increase amount, which would motivate her by sending the message that hard work really does pay off in the

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