Negotiations & Conflict Resolution
MANA343 | NEGOTIATIONS & CONFLICT RESOLUTION
Chapter 1: Nature of Negotiation What: Negotiation is a social process by which interdependent people with conflicting interests determine how they are going to allocate resources or work together in the future. It is a social process because people must interact with others to achieve their desired outcomes. When: We negotiate when we believe we can achieve more with others than without them. Why: Negotiation has become more important because of the rise in technology (e-commerce), as well as the several conflicts that arise within the workplace. How: The dual concerns model posits five different approaches for handling conflicts.
People who attach substantially more importance to their own outcomes than they attach to the other party’s outcomes adopt a competitive or win-lose strategy (forcing).
Accommodation is a win-lose strategy, it is used by those who place greater importance on the other party’s outcomes than their own.
Those who have little concern for either party’s outcomes avoid conflict. This is a lose-lose strategy.
Compromising is what people do if they are only moderately concerned about both parties’ outcomes.
Collaboration is the strategy of choice for people who seek a win-win outcome – they attach great importance to both parties’ outcomes.
*Figure 1.1 p. 9 (Dual concerns framework)
Pros and Cons of Negotiating
Negotiation holds great promise for realizing net benefits when you are trying to close deals, settle disputes, make team decisions, solve problems, or capitalize on new opportunities. Despite its promise, it is not always appropriate to negotiate.
Negotiations Flow Initial Stage: Pre-negotiation preparation (analysis of other party), building a rapport, and testing the assumptions. Middle Stage: Formulating arguments and counterarguments, formulating offers and counteroffers, and closing the deal. Finale Stage: Implementing the
Chapter 1: Nature of Negotiation What: Negotiation is a social process by which interdependent people with conflicting interests determine how they are going to allocate resources or work together in the future. It is a social process because people must interact with others to achieve their desired outcomes. When: We negotiate when we believe we can achieve more with others than without them. Why: Negotiation has become more important because of the rise in technology (e-commerce), as well as the several conflicts that arise within the workplace. How: The dual concerns model posits five different approaches for handling conflicts.
People who attach substantially more importance to their own outcomes than they attach to the other party’s outcomes adopt a competitive or win-lose strategy (forcing).
Accommodation is a win-lose strategy, it is used by those who place greater importance on the other party’s outcomes than their own.
Those who have little concern for either party’s outcomes avoid conflict. This is a lose-lose strategy.
Compromising is what people do if they are only moderately concerned about both parties’ outcomes.
Collaboration is the strategy of choice for people who seek a win-win outcome – they attach great importance to both parties’ outcomes.
*Figure 1.1 p. 9 (Dual concerns framework)
Pros and Cons of Negotiating
Negotiation holds great promise for realizing net benefits when you are trying to close deals, settle disputes, make team decisions, solve problems, or capitalize on new opportunities. Despite its promise, it is not always appropriate to negotiate.
Negotiations Flow Initial Stage: Pre-negotiation preparation (analysis of other party), building a rapport, and testing the assumptions. Middle Stage: Formulating arguments and counterarguments, formulating offers and counteroffers, and closing the deal. Finale Stage: Implementing the