Page 306 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills

Notes 14.10 Other Barriers to Agreement

 Ideologically based conflict
 More difficult because tradeoffs and compromises are seen as selling out

 One sees one’s own position as “fairer” because based on one’s ideals
 Often results from one representing his or her own “group” against others
 Decision-making conflict arises when parties must
 Communicate needs without revealing too much

 Assimilate information quickly
 Understand the needs of the other party
An irrational opponent
 Assume your opponent is not really irrational and proceed rationally

 Recognize it as a strategy and respond by being cooperative
 Treat your opponent as irrational and be prepared to walk away

14.11 Building a Relationship

 Use skilled negotiators
 Follow up on agreement after it is implemented

 Establish face-to-face meetings as agreement is being implemented
 Recognize may need to renegotiate some parts of deal

Self Assessment

Fill in the blanks:
11. The art of .......................... plays a pivotal role in buying or selling a business.
12. Even in the absence of a good ............................, negotiators should have a clear walk away
point in mind where they will halt negotiations.
13. ..........................spirals that eventually result in an agreement, result in a one-sided
agreement.

14.12 Summary

 Negotiators who are better prepared have numerous advantages, including the ability to
analyse the other party’s offers more effectively and efficiently.

 Negotiators should make a conscious decision about whether they are facing a
fundamentally distributive negotiation

 Negotiators also need to remember that many negotiations will consist of a blend of
integrative and distributive elements and that there will be distributive and integrative
phases to these negotiations.

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