Page 91 - DMGT519_Conflict Management and Negotiation Skills

Unit 4: Negotiation

manner. Another skill of integrative conflict resolution is the use of positive and supportive Notes
messages (Alexander, 1979).
The integrative style of resolution is appropriate in interpersonal conflicts because the parties
desire not only the resolution of the issue but just as importantly want to maintain a satisfactory
relationship with the other person. The more developed the interpersonal communication skills
of the conflict parties, the greater the chance for constructive, integrative outcomes (Cupach,
1982).

Integrative conflict resolution fosters healthy relationships. A systematic, comprehensive
educational programme that encourages the building of constructive interpersonal skills could
empower individuals for more integrative conflict resolution within their valued relationships.

4.17.1 Win-win Negotiation: Expanding the Pie

Most negotiations are not win-or-lose enterprises. Unfortunately, however, most people approach
them as though they are. Win-win negotiation strategies are anything but intuitive, and many
people who regard themselves to be win-win negotiators are often the people who leave money
on the table without even realizing it. We need to be hyper vigilant concerning the creation and
maximisation of the pie of resources. This unit provides managers with strategies for realising
all of the potential from negotiation situations.

What is Win-win Negotiation Anyway?

Many negotiators, upon reaching agreement, will proudly describe their negotiation as win-
win. However, closer inspection usually reveals that money was squandered, resources wasted,
and potential joint gain untapped. Clearly, negotiators’ minds and hearts were in the right
places, but they did not achieve what they really wanted – an integrative agreement that fully
leveraged parties’ interests and all available options. Win-win negotiation is a nice idea that is
too often poorly understood and poorly acted upon. Most people erroneously equate win-win
negotiations to mean splitting the pie evenly. Obviously, dividing the pie is always necessary in
negotiation, and people can feel emotional about it. However, win-win means something entirely
different. Win-win is not:
1. Compromise: Compromise is middle ground between negotiators’ positions. Usually, it
means any space within the bargaining zone. Win-win negotiation does not pertain to
how the pie is divided, but rather, to how the pie is enlarged by negotiators. In several
instances, negotiators may make compromises, yet leave money on the table.
2. Even split: Even splits, like compromises, refer to how the bargaining zone is divided
among the negotiators. For example, two sisters who quarrel over an orange and ultimately
decide to cut it in half have reached an even split. However, if they fail to realise that one
sister wants all of the juice and the other wants all of the rind, it is painfully clear that the
even split is not win-win (Follet, 1994). An even split of resources in no way ensures that
an integrative agreement has been reached.
For example we can say that in a company employees are on strike and they want that
their pays should be increase and they should also provide cabs to employees . Finally the
Employer has reached to a decision to provide cabs to employees but not to hike the pay
of Employees. In this case the Employer has only agreed to 50% demands and from this
case its clear that even split is not win-win.
3. Feeling good: Happiness or feeling good is no guarantee that money and resources have
not been wasted; in fact, many “happy” negotiators do not expand the pie (Thompson,
Valley, & Kramer, 1995).

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