Page 96 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills

Notes

Notes Remember the following points

 Patience is more than a virtue. It is the key to thoroughness, opportunity, and financial
reward.

 If you don’t like someone, it may be difficult to willingly grant him advantage
during negotiations, and he will feel the same way about you. Follow the Golden
Rule in your transactions, and the “gold” will begin to follow you.

 Self-interest is selfish interest. Your seller’s problems are obstacles in the path toward
your goals. Listen. Learn. Help your seller solve his problems, and you’ll reach
your goals.
 Negotiating is like riding a bicycle: you seldom fall off after you learn the technique,
you get a little bit better every time out, and you never forget how.

 A negotiation is a process, not a product. It takes place over time, and begins with
your first interest in the property. Take your time. Deadlines can lead to redlines.

Conscious and Unconscious determinants of negotiation performance

Facts and circumstances, including relative power, as well as time constraints, of course, affect
negotiation options and outcomes. However, our human interaction is affected by who we are
and with whom we interact. Personality and temperament, values and beliefs, perception,
attitudes, style of learning, motivation, way of thinking, style of communication, approach to
conflict, fears, and much more determine who we are in any human interaction. We are shaped
by our experiences. We often unconsciously adopt the attributes of significant others in our life.
Each one of us has a unique combination of attributes that serve as the base for our personal
power.
We are not always conscious of these attributes and characteristics the other factors inherent in
negotiation. We must know who we are if we are to use our strengths. We must know who we
are if we want to consciously develop the attributes we desire. We must also be aware of certain
psychological phenomena that may cause us to believe things that are not so. Sometimes we
suffer from distortions in our perceptions and thinking that causes us to miss opportunities and
make poor choices in negotiation.

4.18 Team Negotiation Skills

Introduction

Negotiation skills help you to resolve situations where what you want conflicts with someone
else’s interests. As we discussed with in the assertiveness skills section, there are wrong ways of
handling these situations: With an aggressive approach, you could seek to overpower the other
person to give what you want. This is clearly damaging to subsequent teamwork. With a passive
approach, you could simply give in to the other person’s wishes. This is clearly not good for you.
The aim of negotiation is to explore the situation, and to find a solution that is acceptable to both
people.

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