Page 109 - DMGT519_Conflict Management and Negotiation Skills

Unit 4: Negotiation

4. Structural impediments include the absence of important parties at the table, the presence Notes
of others who don’t belong there but get in the way, and lack of pressure to move towards
an agreement. Remedies to these impediments were provided.
5. Spoilers are people who block or undermine negotiations. Several tips were offered for
neutralizing or winning coalitions.

6. Cultural and gender difference can be barriers to agreement, particularly when one of the
parties brings to the table a set of assumptions that the other side fails to notice: assumptions
about who will make key decisions, what is of value, and what will happen if agreement
is reached. Negotiators who represent organizations with conflicting cultures (e.g.
entrepreneurial versus bureaucratic) are also likely to experience problems in reaching
agreements.
7. Communication problems can also create barriers. You can diffuse them by insisting that
each team be led by an effective communicator and by practising active listening,
documenting progress as it is made, and establishing real dialogue between parties.

8. Effective communication can eliminate or lessen all of the barriers described in this unit.
Self Assessment

State whether the following statements are true or false:
12. The process of negotiation can become non-conventional.
13. Lack of performance is a serious impediment to making a deal.
14. Bargaining session is the most important and crucial stage of negotiation processes.

15. Trade Union generally insist that their disagreement is subject to endorsement by their
members

4.24 Summary

 Negotiation is an interpersonal decision-making process necessary whenever we cannot
achieve our objectives single-handedly.
 Labor disputes are far more visible and get extensive news coverage than commercial
disputes which are as frequently but public and visible.
 The right to differ is regarded in democracies as a fundamental right.
 Dictatorship is one of the alternatives to negotiations, which is even preferable in certain
circumstances.
 The right to differ and have one’s own viewpoint is an integral part of a democracy.
 One of the major causes of conflict is differing perceptions

 The conflict of rights occurs where a difference of interpretation arises about the existing
agreement between the two parties.
 Mobility and flexibility are the dictates of the new world of work.

 Negotiation is a process of give and take
 Negotiation is an art of creating agreement on specific issue between two (or more)
parties with differing views.

 Bargaining session is the most important and crucial stage of negotiation processes.

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