Publication Type

Journal Article

Version

publishedVersion

Publication Date

1-2022

Abstract

Organizations need to position themselves favorably in times of crisis. The conflict positioning conceptualization offers a framework for organizations to do so by integrating insights of crisis communication with negotiation through the following steps. First, understanding the factors that will affect an organization's ability to handle the crisis. Second, based on the influence of these factors, examine the stance the organization will adopt. Third, examine the strategies the organization will embrace. Four, the strategies adopted will impact the conflict property it aims to resolve which will in turn influence the negotiation approach and the relationship dynamics between the organization and its publics. Last but not least, how these will impact the tactics enacted. Ten propositions, based on examination of five a priori factors which have also been validated in other studies, are examined. This is followed by application of how conflict positioning can occur in two real-life cases. This framework offers practical applications and theoretical implications.

Keywords

contingency theory of strategic conflict management, image repair theory, crisis communication, negotiation, dual concern model, cylindrical model of communication behavior in crisis negotiations

Discipline

Business and Corporate Communications

Research Areas

Corporate Communication

Publication

Negotiation and Conflict Management Research

Volume

15

Issue

1

First Page

52

Last Page

77

ISSN

1750-4708

Identifier

10.34891/20220215-543

Publisher

Wiley: 12 months

Copyright Owner and License

Publisher

Additional URL

https://doi.org/10.34891/20220215-543

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