Page 133 - DMGT519_Conflict Management and Negotiation Skills

Unit 6: Negotiation Style

Self Assessment Notes

Multiple Choice Questions
9. The Japanese parable of the strength of a tree branch applies as well with the art of:
(a) Negotiation (b) conflict
(c) Bargaining (d) confronting
10. The art of negotiation can be a tricky skill to master. It takes effort, practice, intelligence,
and a considerably high level of:
(a) Energy (b) Self control
(c) Integrative (d) Conflict
11. Learning how to negotiate for what and how much you want can lead you to many great
things in:

(a) world (b) nation
(c) life (d) future

6.7 Summary

 True collaboration means identifying the underlying concerns and interests of both parties,
and finding solutions that satisfy these concerns.
 The goal of competitive negotiation is to win without regard for the impact on the other
party.

 Effective negotiation helps you to resolve situations where what you want conflicts with
what someone else wants.
 The aim of win-win negotiation is to find a solution that is acceptable to both parties, and
leaves both parties feeling that they’ve won, in some way, after the event.
 The art of negotiation can be a tricky skill to master
 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.
 Before entering any negotiation, whether it’s to close a deal, discuss salary or purchase a
car, as part of your preparation.
6.8 Keywords

Administrative Orbiting: This happens when people delay the conflict and tell others not to
worry because it's being worked on.

Changing Personnel: This happens when the conflict is pinpointed to an individual commonly
with a low level emotional intelligence.
Changing Structure: This is when the organization restructures and creates an integrator role,
which becomes a moderator between the two conflicting parties.
Character Assassination: This action is to diminish an individuals/groups reputation and often
leads to slander.
Confronting and Negotiating: This is when the parties confront and engage in an open discussion.
There are negotiations in hopes of a mutually agreed upon compromise.

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