Nejah and Omar are two supervisors in the production department of a manufacturing firm. The two have known each other since high school

Nejah and Omar are two supervisors in the production department of a manufacturing firm. The two have known each other since high school intensely dislike each other and their animosity repeatedly spills over into the workplace. Kareem is the production department manager. After yesterday’s five-minute shouting match between Nejah and Omar on the factory floor with the production crew looking on, Kareem is at wit’s end. Using the conflict handling style grid as a focal point, discuss what style Kareem might use to handle this situation.

Kareem might have used the avoidance style of conflict handling to have allowed this situation to escalate to this point. In short, he may have denied that the two individuals had a personality conflict or simply delayed handling it because it was so longstanding he felt it would resolve itself as it had in the past.

Kareem might want to consider collaboration or compromise as his conflict handling style with Omar and Nejah but it will take time and patience to use either because of how much ill-will has built up between the two. In compromise, Kareem will need to find a middle ground for the two where he accounts for and assists the pair in recognizing the desires of each and how those wants can be expressed and then both rescinded a bit. Kareem must be cautious in making sure each party gives in the same amount as the other and that each party accepts and perceives the fallback in position to be equivalent. An alternative approach to this conflict scenario might be collaboration. In this scenario both parties will argue for their respective positions, personalities taken out of the mix, supporting each position with facts and rationale. Then, with Kareem’s oversight, both sides will attempt to secure a win-win situation. Again the time and effort Kareem might invest in trying such a conflict resolution needs to be considered.

The competition style of conflict handling would not be effective in this scenario since the two parties involved are already competitive. Adding Kareem’s competitive style would only make it seem like he is playing favorites further escalating the situation. The accommodation style may also prove to be less effective in this scenario since it involves one side giving up a personal goal to facilitate the other. Since the feud between these two is so long-standing, this style might take so much time to initiate and carry through to fruition that it is a pointless exercise.

152. The Challenger incident is widely recognized as a situation of groupthink at NASA. While some testing had indicated potential concerns with cold weather and the sustainability and performance of “O-rings” in the shuttle design, the desire of NASA executives to meet a timetable for budgetary and public relations reasons caused that information to not be properly presented in the debate over launch timing. What are some ways that NASA executives could stimulate conflict in such meetings to avoid future tragedies?

Conflict can be stimulated by encouraging people to raise issues and disagree with the status quo without fear of any retribution or reprisal. The freedom to dissent without retribution must be a part of the organization culture. Written procedures ensuring such positive conflict outcomes are a good beginning but a conscious management of vital discussions by a manager in which such dissent is featured is also critical.

Assign an employee a devil’s advocate role in all meetings. If you know that someone will always question the issue or the solution to it, you are more accepting and prepared for such dissent and it brings out the key inaccuracies in assumptions much faster.

Create competition among teams or individuals with “prizes” or bonuses for those who come up with the best solution to a problem or issue. Rewards that are understood, attainable and appreciated are motivating.

Build ambiguity into the process. When clarity is not found, questions are asked and those questions can stimulate greater creativity or pinpoint problematic areas.

153. Mario is preparing to negotiate a marketing agreement for his product with an advertising firm. What are the key steps he should prepare for in that negotiation?

At the outset, Mario needs to do some investigation and gather information. The better informed you are, the better bargaining position you place yourself in. In Mario’s case, he should begin by looking at his own goals. What does he want to get out of the negotiation? What can he achieve? What can he concede?

His second step will be to develop his best alternative to a negotiated agreement or BATNA. The reason he is negotiating is to produce results that are better than what he could have obtained without negotiating, so what are those results? Thinking through his BATNA will assist him in ultimately deciding to go with the advertising firm or walk away for another option.

Mario must prepare for his presentation where he will bring together the information he has gathered in a manner that will support his position.  

The actual bargaining will be when the two parties meet to discuss their goals and attempt to reach an agreement. Mario must keep in mind that a regular part of such bargaining is making some concessions. His BATNA will guide him in assessing such concessions. Further, Mario must understand that he can ask questions during this phase to ensure he is getting the best deal for himself and to understand, possibly, why a deal is not made.

Finally, the bargaining needs to come to a close either with an agreement or with one or the other party walking away.