Page 190 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills

Notes to use tactics they might not use if they had a continuing relationship. It is important to recognize,
however, that sometimes the parties do have a past and a future relationship—as in labor–
management contract negotiations—but they use the distributive model in spite of this fact and
bargain strictly as adversaries, trying to get a maximum “share of the pie,” seemingly unmindful
that in later months or years they may suffer from the retaliatory tactics of the other party, who
has been waiting to “even the score.”

9.1 Negotiation Skills

In this unit, we present five negotiation skills that can be learned and developed by the novice
negotiator, and applied to the end-of chapter Learning Exercise, “Buying a House.”
Skill 1: Recognize a distributive bargaining situation by the three key components and therefore
prepare to utilize appropriate strategies and tactics to reach a desired settlement.
Skill 2: Begin by determining a reservation price to prevent “the heat of the moment” from
causing you to agree to an unacceptable offer.
Skill 3: Learn how to use bracketing of the other party’s offer to achieve your desired outcome
in a distributive negotiation.
Skill 4: Recognize and use common social norms and accepted practices to evaluate offers,
make counteroffers, and reach a settlement point.
Skill 5: Learn the important role of framing offers to influence how others perceive and respond
to offers.

Self Assessment

Fill in the blanks:

1. The .............................distributive bargaining situation is one that everyone has experienced.
2. The .............................exists because the buyer is willing to meet or exceed the seller’s
minimum price.

3. The single-issue .............................situation is the most common, and the one issue to be
negotiated is usually price.
4. Once the opening offers are made the real haggling process, often called .............................
5. Bracketing can be used in small deals and .............................deals.



Case Study Buying a Work of Art

hris Comte is an artist with studios in Morro Bay, California, and Cincinnati,
Ohio. She has built a following of admirers in southern California and in Ohio
Cand is considered to be very talented by those who collect her paintings. Many of
her works have appeared in magazines such as Southern Living and San Luis Obispo Magazine
and have been purchased and displayed in many prominent locations including art
galleries, courthouses, and private collections. However, like most struggling artists, she
always needs to sell her works for a fair price to pay the bills. One of her favorite (and she
believes one of her best) paintings is of two young women dressed in their finest Sunday
white outfits, sitting in a rowboat on a sunny, lazy August afternoon, with a beautiful
Contd....

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