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Conflict, Decision Making, and Organizational Design

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1. Discuss how you could apply negotiation strategies to address potential conflicts in the workplace. The first step to any business transaction at Winston is gaining the client’s account, whether through a proposal or direct client contact. For Winston, negotiation will be important in not only gaining the initial contract, but during the renewal periods as well. During this phase intergroup conflict may arise as the client may make demands that are unreasonable for the price they are offering to pay. In this instance the best strategy for Winston to employ is integrative negotiations. According to Hellriegel and Slocum, integrative negotiations are used to “achieve results that benefit both parties” (2011, p.397). By explaining to clients why certain tasks require a certain investments, and how the outcome will benefit the client whether in an increase in brand awareness or financial gains, Winston can find a way to negotiate fair compensation for their work. According to Hellriegel and Slocum in order for integrative negotiations to be successful, Winston should follow these principles: * Separate the people from the problem- Winston’s staff must not allow their personal issues with client representatives to interfere with the negotiation process instead focus on the issue at hand. * Focus on interests, not positions – Understand the needs and interests of the clients instead of being concerned about title. * Invent options for mutual gains- This is where creative decision making comes into play. By presenting the client with several alternatives to meet their needs, Winston has a better chance of finding one that the client finds appealing. * Insist on using objective criteria – When dealing with marketing, it is imperative that goals are measurable and obtainable.

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