Page 102 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills

Notes 7. Do not push them too hard at this moment.
8. Do not be panicked.

Some dos

1. Be professional in approach.
2. Look confident, relaxed and at ease.
3. Be open, sincere, honest and credible.

4. Show respect and value for the other side.
5. Show empathy and understanding for the other side.
6. Show commitment for ‘win-win’ outcome.
7. Give counter-demand, if need be to create counter-pressure.

4.21 Bargaining

Bargaining session is the most important and crucial stage of negotiation processes. It is real
negotiation of skill and expertise. You need to be assertive and powerful while giving respect to
the views of other side.
There are two golden rules:
1. “Never give a concession, trade it reluctantly” – cheap to give and valuable to receive. Do
not give any thing for nothing. It is not like PSUs Collective Bargaining where Union goes
to collect and Management to bargain.
2. “Enhance and Reduce every concession” i.e. build-up value for whatever you are offering
and minimize the value of whatever is being offered to you.

Enhance

E Implies that this is an Exceptional concession (I would never normally do this but…………..)
N Refers to need that your concession will solve (well, this concession will remove your
long pending need to ………..)
H Refers to History, if that concession was demanded in the past (we never agreed for this in
the past – but in the interest of good we will agree………….)
A Implies that you may be in trouble for exceeding your Authority (I do not know what my
boss will say but……….)

N You agree for Nourishment to your relationship (……. Because we have to work together).
C Stress the Cost (financial or otherwise) to you – (Well, I agree, but the cost will be………)
E Provide Evidence in concrete term by citing example – fact, figures etc. as to what this
demand mean.
Such lead ins build credibility, add value and become more acceptable.

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