Competitive Vs Integrative Case Study

SESSION 4 : RESOLVING CONFLICT THROUGH NEGOTIATION
There are two types of Negotiations: Competitive (win-lose) v/s. Collaborative (win-win)
Competitive also known as distributive in which :
• There is a winner and a loser
• Resources are not divided equally among each other.
• There is a conflict of interest
• Either party looks at increasing their benefits
• The various strategies involved include Control, Coercion and withholding information.
Collaborative is also called as integrative or the win-win approach.
• Resources are divided in a manner that both sides win.
• Main objective is to have optimum returns to both parties
• Approaches include cooperation, sharing information & mutual problem solving.
This approach is also

• Hostile aggressive
• Simulated by rage or weakness
• Impatient if others don’t see “the obvious” immediately
• Short-term gains with long-term loses
How to deal with them :
• Don’t argue with what the other person says or try to cut him or her down
• Maintain eye contact
• Repeat their name to get their attention “you interupted me”
Snipers:
• Rarely results in action like the tank
• Response to an unresolved or unheeded problem
• Perceive they have power to affect organization even if untrue
• Hides behind crowds and social constraints
How to deal with them :
• Prevent sniping by setting up regular problem solving meetings
• if you’re a third party to the sniping, stay out of the middle of it but insist that it stop in front of

They were involved in a bitter argument about their father’s will.
As per the will, the ancestral home was to go to Radha who was staying in a rented house and not very strong financially. At that time Ramya was a spinster. Ramya was a successful banker getting a handsome income.
Ramya got her father’s personal possessions worth about 3 lakh rupees. Ramya contested the will in court on the grounds that her father was not in a sound mind while drafting the will. However her lawyers could not prove this and the court upheld the will.
Ramya’s son Karthik realises that his mother is in her last days.
He does not wish to see his mother to die without solving this family dispute
Karthik’s cousin tells him that Radha was keen on mending fences with Ramya. He somehow convinces Ramya to meet Radha. The meeting turns out to be a fiasco. Radha and Ramya end up having a big argument. Karthik tries to keep his mother calm, wanting her to see Radha’s point of view. This results in Ramya accusing Karthik of plotting against his own mother. She asks him to get lost and not show his face ever