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Unit 14: Conflict and Negotiation

 Labour disputes are far more visible and get extensive news coverage than commercial Notes
disputes which are as frequently but public and visible.

 Dictatorship is one of the alternatives to negotiations.
 The most common alternative negotiation is persuasion.
 The right to differ and have one’s own viewpoint is an integral part of a democracy.
 The conflict of rights occurs where a difference of interpretation arises about the existing
agreement between the two parties.

14.11 Keywords

Bluffing: It refers to the making of a false statement of position, a promise, or threat which the
individual/party has no intention to carry out. The negotiators use “linguistic behaviour” such
as disclaimer, hedging, omissions, and vague language to project an image of strength.
Even Split: Even splits, like compromises, refer to how the bargaining zone is divided among
the negotiators. For example, two sisters who quarrel over an orange and ultimately decide to
cut it in half have reached an even split.
Frequency: It refers to the number of times proposals are made and size refers to the quantity/
value of the proposals.
Implementation Plan: Agreeing on an issue in negotiation leads to putting the agreement into
an action plan. The exact nature of the plan must be sorted out during the negotiation to reduce
any future misunderstanding.

Negotiation Dance: This is based on two elements – frequency of proposals and size of proposals.
Nibble: This basically refers to wearing down the adversary to reach an agreement on an issue
after hard and prolonged bargaining.

Opening Move: If the parties in negotiation are meeting for the first time, the opening move
becomes very important.
Snow Job: It refers to putting pressure on the other individual/party by presenting a long list of
issues to be discussed, most of which may not have any significance for the individual/party
presenting them.

14.12 Review Questions

1. Define the term Negotiation.

2. Explain about the prevalence of Negotiation.
3. What are the alternatives to Negotiation?
4. Discuss about Negotiating Conflicts.

5. What is the need and importance of Negotiation?
6. Discuss about Preconditions for Negotiation.
7. What are the elements of Negotiation?
8. Define about the term “Distributive Negotiation”.
9. Explain about Post Completion Audits.

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