Page 128 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills

Notes

Task Conduct a debate on the following statements and interpret them:

“Procrastination is a common strategy”
Self Assessment

State whether the following statements are true or False:
5. Traditional negotiating is sometimes called win-win because of the assumption of a fixed
“pie”, that one person’s gain results in another person’s loss.

6. The Indian parable of the strength of a tree branch applies as well with the art of negotiation.
7. Effective negotiation helps you to resolve situations where what you want conflicts with
what someone else wants.

8. One of the most important strategies when entering negotiations is to show respect both
during the course of discussion and through ample and thorough preparation work.

6.3 Steps for Resolving Conflict

When you have a hard time with someone consider using the following strategy:

1. Identify the problem...and the person you are having trouble with. Figure out the specific
behavior or attitude that is bothering you and how frequently it occurs.
2. Look at the relationships...Examine how the person interacts with others. Is it similar to
the way he interacts with you? What makes him/her act that way? Figuring out the causes
of someone’s behavior helps point the way toward possible solutions.

3. Determine the costs...How does that behavior effect others? Does it cause people to lose
morale? Does it effect productivity? Does it make everyone uncomfortable? If no one is
affected by the person’s behavior, the behavior should be ignored.
4. Plan an approach...Once you identify that the person’s behavior does effect you and others,
you need to have a discussion with the person. Plan an approach that fits the nature of the
problem, the personality of the person involved and your relationship with that person.
5. Describe the behavior...When you do meet with that person describe the behavior in a
non-accusatory manner and explain why it bothers you. Use “I” statements. For example,
“Today during the meeting when I was talking about the budget and you interrupted me
before I had finished my sentence, I felt really cut down.”
6. State what you want...Next be clear about what you want. “I hope that the next time I talk
that I won’t get interrupted”.

7. Seek commitment...Be sure the person understands and try to get commitment to change.
“Do you see things the same way?”

6.4 Alternative Styles

In the advocacy approach, a skilled negotiator usually serves as advocate for one party to the
negotiation and attempts to obtain the most favorable outcomes possible for that party. In this
process the negotiator attempts to determine the minimum outcome(s) the other party is (or
parties are) willing to accept, then adjusts their demands accordingly. A “successful” negotiation

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