Why Negotiations Occur Within An Organization - 1124 Words

Introduction This research paper pursues two aims. First is to illustrate why negotiations occur within an organization. This will be done through examining the dimensionality of negotiation and dispute resolution. Second is to address some of the challenges of negotiating. Included as a part of this, is an analysis of the different tones and styles to adopt when negotiating, which may aid towards overcoming these challenges. The main aim of this research is to outline the issues and broadly develop the argument and evidence in support of each party’s position towards trying to achieve a win-win solution. Abstract Negotiation occurs as a resolution process towards managing conflict effectively and efficiently within an organization.†¦show more content†¦First type of employment contract Conflict may also bear as a result of the very nature of the work organization, a battle of ideas that takes place where implications may occur. This perspective is relevant to a debate surrounding the promotion of the ‘psychological contract,’ which is seen as the ‘perception of the two parties, employee and employer, of what their mutual obligations are towards each other’ (Guest, D. and Conway, N.). The psychological contract consists of the expectations that employees have with their employing organizations. The implications of this are implicit. The complexity of this contract leaves room for misinterpretations, however, ensuring that the terms and conditions have been made clear through open and honest discussions with mutual expectations and obligations will limit the conflict. Second type of employment contract The other type of contract, the employment relationship, Kevin Kelloway explains as, ‘a form of work that is performed under contractual arrangements that involves material rewards’ (Kelloway, K.). This allows for a level of managerial control towards forming the fundamental link between desired outcomes and actual processes. Entering into an employment relations, the employer ‘buys the employees capabilities to work,’ known as, labour power, this takes the notion of Marx’s formulation. Whereby he developed the theory that