Conflict Management

The Nature of Conflict

Characteristics of conflict: What it is and what it is not
Destructive and constructive conflict
Competitive and cooperative conflict
Mutual gains negotiation

Competitive and Cooperative Conflict

In the 1990's, scholars and practitioners identified two approaches or worldviews regarding conflict: competitive and cooperative.

Competitive conflict systems (sometimes also termed positional, distributive, win/lose, or adversarial) are grounded in a win/lose perspective--for one party to "win" the other party must "lose." Competitive systems often assume a zero-sum or fixed-pie view of all resources.

Cooperative conflict systems (sometimes also termed mutual gains, interest-based, and win/win) are grounded in a win/win or positive mutual outcome perspective--for one party to win the other party's needs and goals must also be considered, with the net result that both parties maximize their outcomes. Cooperative systems often assume that resources can be expanded or traded in creative ways. Instead of the other party being the opponent, the problem or issue becomes the opponent that both parties must join in defeating.

The chart below compares the elements of competitive and cooperative conflict.

	Competitive Conflict	Cooperative Conflict
Outcome	My win is your loss Relationship is damaged Buyer’s remorse occurs	Both win (something) Relationship is maintained Agreement longevity is likely
Tactics	Be aggressive Use threats, bluffs, and lies Conceal interests Incremental concessions Expect the other to move first Compromise toward the middle	Negotiate in good faith Use BATNA Search for interests, share information Search for creative solutions Change perceptions Build the best possible outcome for both parties
Assumptions	Winning now is most important Short-term thinking Zero-sum world Other is the opponent My solution is best	Maintaining relationship and substantive outcome are most important Non-zero-sum The issue is the opponent Many possible solutions
Bargaining Base	Substantive Positional Distributive Claim value	Substantive Interest-based Mutual Gains Create and claim value
Characteristics	At its worst: Dominating Manipulative Aggressive Argumentative Hostile Egotistical Rigid Intolerant Threatening Disinterested in fairness	At its best: Trustworthy Realistic Courteous Personable Tactful Objective Flexible Logical Sincere Patient Forgiving Self-controlled Interested in fairness
	Competitive Bargaining	Cooperative Bargaining
Critical Vocabulary	Target point Position Bottom line Range of positions Concessions Issues Move Persuasion Bargaining range	Issues Interests Reframing Agreement in principle Multiple settlement options Mutual gains Goals BATNA

Sources for the discussion of the nature of competitive and cooperative conflict include Fisher and Brown, 1988; Ross, 1993; Susskind and Field, 1996; Tjosvold, 1993.

Outcome

Competitive Bargaining

Cooperative Bargaining