Confrontation and negotiation – contributions in an organization environment
Effective communication within a business environment constitutes of multiple elements. An effective flow of communication is essential to ensure that the various business processes are being carried out without any disturbances. However, varied individuals within the workplace often develop a conflict. Such conflicts must be resolved at the earliest so that those organizational processes are not hampered. Confrontation and negotiation are two such elements of effective business communication that are used in organizations for resolving conflicts.
Confrontation in an organization – its significance
The term confrontation can be defined as an act where the concerned parties come together to express their views on a specific conflict directly to the other. The opposition is invited to do the same and express their feelings as well. A confrontation can be described to be successful if it leads the way for a negotiation to take place (Kumar & Van Dissel, 1996).
One of the prime benefits of a successful confrontation is that the views and beliefs of the concerned parties are presented to the opposing parties without any filter. Thus, the opposition gets a chance to evaluate the issue from their perspective and try to resolve the conflict (Yeung, 1997). A confrontation is generally associated with solving a conflict or resolving the differences within an organizational setting. It can take place between two employees of the same department, of different departments, inter-departmental confrontation, or even a confrontation of the business as a whole with its rival. In case the parties do not confront each other over an issue, it can give rise to further complications.
Negotiation and its importance in business
Negotiation, on the other hand, can be described as a process in which all of the concerned parties having varied needs and goals on a specific issue come together for a discussion. It is aimed towards finding a solution to the issue that is mutually acceptable to all. A good negotiation can have significant contributions over the success of a business, primarily due to the fact that it can help the concerned parties of the organization for building better professional relationships (Stage, 1999).
One of the prime differences of negotiation with confrontation is that negotiation is used to finalize a deal which may include bringing in new businesses, discussion of terms among partners, finalizing contracts with clients, suppliers, or even while recruiting new resources for the organization. Negotiation can be defined as a process that provides a stage to the concerned parties come at an agreement that provides an equal win-win situation for both parties. Negotiation, as compared to confrontation, is thus not limited to the resolution of conflicts only but with striking deals for the organizational growth as well. Effective skills of negotiation are often considered to be valued assets in the sales department of organizations and by entrepreneurs as well.
Issues and conflicts are common in the business realm. However, finding solutions to the issues is equally important. Confrontation under guided supervision and negotiation under the mutual agreement are considered to be two of the most useful tools for effective business communication.
Reference
Kumar, K., & Van Dissel, H. G. (1996). Sustainable collaboration: managing conflict and cooperation in interorganizational systems. MIS quarterly, 279-300.
Stage, C. W. (1999). Negotiating organizational communication cultures in American subsidiaries doing business in Thailand. Management Communication Quarterly, 13(2), 245-280.
Yeung, L. N. (1997). Confrontation or resolution management: Discourse strategies for dealing with conflict in participative decision-making. Journal of Applied Management Studies, 6(1), 63.