CONFLICT MANAGEMENT IN THE NEGOTIATION PROCESS

Abstract

In modern conditions of dynamic development of social relations and economic activity, the negotiation process occupies a leading place in professional communication. At the same time, negotiations are often accompanied by the emergence of conflict situations, which can significantly affect both the outcome of agreements and further interpersonal and business relations of the parties. Therefore, the study of mechanisms for their constructive resolution has both scientific and practical significance. In addition, in modern science there is a need to integrate interdisciplinary approaches to the analysis of negotiations and conflicts, which necessitates the systematic study of managerial, psychological, social and legal aspects of this process, which confirms the relevance of the study. The purpose of the article is to consider the essence of conflict in negotiations, analyze the main strategies and methods of overcoming it, and also outline practical recommendations for effective management of conflict situations. The following general and special research methods were used to achieve the set goal, in particular: analysis, monographic, abstract and logical, generalization ‒ to consider the essence of the conflict in the negotiation process, determine their types, identify the causes of conflicts in the negotiation process in the business sphere; graphic and tabular ‒ to clearly present the results of the research (in particular, the classification of the causes of conflicts, types of conflicts and strategies for their resolution; as well as the stages of the conflict management in the negotiation process). The causes (objective and subjective) of conflicts in the negotiation process are identified. The classification of conflicts is given according to certain characteristics: content (conflicts of interest, conflicts of positions, conflicts of values, information conflicts), scale (interpersonal, intergroup, interorganizational) and the nature of the course (constructive, destructive). The stages of the process of managing and resolving conflicts in negotiations are described. Practical methods of resolving conflicts in the negotiation process are outlined. It is substantiated that conflict management in the negotiation process allows not only to reduce tension, but also to improve the quality of management decisions, preserve business relationships and transform conflict into a development resource.