Conflict Management-Part 3-Negotiation

Conflict Management Processes:

Conflict Management Processes Part 3: Negotiation and Third Party Conflict Management Copoyright Marshall Scott Poole

IV. Negotiation:

IV. Negotiation A. Introduction What is it? A formalized mode of conflict management involving exchanges of offers within the framework of shared rules to reach joint settlements Modes Formal: e.g., union-management Less formal: e.g., role negotiations Copoyright Marshall Scott Poole

IV. Negotiation:

IV. Negotiation Distributive Approach Win-lose Maximize individual gains and minimize losses Fixed sum Information seeking; Selective misrepresentation of information; withholding Fairly rigid relationships Outcomes include compromises, tradeoffs, win-lose outcomes Prejudice toward own group Integrative Approach Win-win Maximize joint gains Variable sum; issues shaped by overlapping positions Open communication; accurate disclosure of needs and information More flexible relationship Outcomes include creative solutions and joint satisfaction of needs Focus on both groups’ positions Copoyright Marshall Scott Poole

IV. Negotiation:

IV. Negotiation C. A Positive Approach to Negotiation: Getting to Yes What defines a good negotiation? It should produce a wise agreement, if agreement is possible It should be efficient It should improve (or at least not damage) the relationship between the parties Copoyright Marshall Scott Poole

IV. Negotiation:

IV. Negotiation C. A Positive Approach to Negotiation: Getting to Yes 2. Principles: Separate the people from the problem Focus on interests, not positions Invent options for mutual gain Insist on fair, objective criteria for determining which options should be selected Have a BATNA Copoyright Marshall Scott Poole

V. Third Parties:

V. Third Parties Roles Inquisitor Judge Mediator/Advisor Motivator Investigator Restructurer Problem solver Procedural marshal Copoyright Marshall Scott Poole

V. Third Parties:

V. Third Parties B. Managers as Third Parties Difficult position Most common roles: inquisitor, mediator, motivator It can be useful to bring in a third party Copoyright Marshall Scott Poole

V. Third Parties:

V. Third Parties C. Third Party Process: Phases Orientation Background Issue Processing Problem Solving Resolution Copoyright Marshall Scott Poole

V. Third Parties:

D. Third Party Process: Tactics Sharpening Conflict: Differentiation Integration V. Third Parties Copoyright Marshall Scott Poole