Page 305 - DMGT519_Conflict Management and Negotiation Skills

Unit 14: Closing the Deal and Post Negotiation Evaluation

Moving Past Stalemate Notes
 Review the concessions both parties have already made
 Utilize a third party
 Handle emotions

 Move to informal negotiations

14.7 Tactics for Success

Asking the Right Questions:
 Use open-ended questions to elicit creative thinking: “Do you think?”

 Use window question that calls for opponent to explain position: “What were you saying
about . . .?”
 Use series of questions to promote dialogue: “Exactly what . . .? Is there flexibility. . .?”

 Question to uncover hidden concerns: “Am I missing something?”
 Question to enhance creativity: “Have you considered. . .?”

14.8 Bargaining Traps

 Conflict spiral occurs when one party initiates a contentious communication and the other
party responds in kind; which elicits another contentious communication and so on
 How to break conflict spirals?
 Refocus negotiations by not reciprocating
 Respond with mix of contentious and noncontentious

 Label behavior as unproductive
 Psychological entrapment occurs when a party escalates commitment to a previously
chosen, though failing, course of action and becomes so invested in reaching agreement,
no longer cares if it’s a good agreement.
 To avoid psychological entrapment
 Make sure to establish BATNA at start

 Be willing to walk away rather than give into anything less than original BATNA.
14.9 Joint Problem Solving to Avoid Bargaining Traps

 Diagnose the problem
 Reexamine goals to set realistic target

 Reframing a change as “new direction” not as “giving in”
 Reduce target

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