Page 214 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills

Notes approach (in comparison to the distributive fixed-pie approach) because negotiators search for
better proposals than the obvious ones that meet only their own interests. Integrative techniques
include a clear understanding of the issues, open sharing of information, and the joint exploration
of solutions that benefit both parties. In an integrative bargaining process the parties generally
co-operate to achieve maximum total benefit of the final agreement while also competing to
divide the value of the package.

10.1 Negotiation Skills

In this unit we present six negotiation skills that can be learned and developed by the novice
negotiator, and applied to the end-of chapter Learning Exercise, “Negotiating a New Job.”
Skill 1: Learn the key elements of the integrative bargaining process—including sharing
interests, creating and claiming value, mutual-gain objectives, and valuing a long-term
relationship with the other party.
Skill 2: Learn how to apply the five steps of the categorization method to an integrative
bargaining situation.
Skill 3: Recognize that an important first step is to identify all issues and focus on the interests
of the parties involved in the negotiation process.
Skill 4: Learn to develop different types of questions that can be used to advance negotiations,
and to practice active listening.
Skill 5: Utilize the tactic of packaging when negotiations involve many issues that must be
resolved.

Skill 6: Consider applying concepts of interest-based bargaining (IBB) to a negotiation situation,
including brainstorming to create new options and joint problem solving.

Self Assessment

Fill in the blanks:
1. The ............................... metaphor carries a zero-sum quality.

2. ................................ practitioners and researchers have discovered several keys to the
successful utilization of integrative bargaining.
3. The practice of ................................. has emerged in recent years as one of the most visible
innovations in negotiations.
4. A ........................... key to integrative bargaining is the ability to package issues for trades.
5. Interest-based bargaining has a different .......................... from that of distributive or
traditional integrative methods of negotiation.

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Case Study Labour Contract

Negotiations

The Ohio Metals Company and Local 56 of the Primary and Sheet Metal Workers of
America, AFL-CIO, developed a positive labor–management climate over their 50-year
Contd....

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