Page 110 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills

Notes  Wage negotiation was once described by a trade union leader as it was a movement
wherein “both the sides are walking towards each other” to reach a mutually acceptable
position

4.25 Keywords

Agenda/procedures: Perhaps one of the most important factors in pre-negotiation planning has
to do with agenda, site selection, physical arrangement, and time availability. These are the
issues/items on which negotiation has to take place.
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.

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.
Frequency refers to the number of times proposals are made and size refers to the quantity/
value of the 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. It decides the nature of rapport that would be established and
subsequently influence the pattern of negotiation
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. This is more true in union-management negotiations where the union charter
of demands runs into several pages
Wage Negotiation: Wage negotiation was once described by a trade union leader as it was a
movement wherein "both the sides are walking towards each other" to reach a mutually acceptable
position. He said he aimed to get the employer's to walk faster and with bigger steps.

4.26 Review Questions

1. Define the term Negotiation.
2. Explain “All Human Interactions is Negotiation“.

3. Discuss Negotiation and its components.
4. Explain about negotiation process and preparation.
5. Describe about conscious and Unconscious determinants of Negotiation performance.

6. What do you mean by team Negotiation?
7. Explain about Rules of Negotiation.
8. What are the tactics of Integrative Negotiations?

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