Day 3 Part 2 Conflict Mgmt Flashcards
What is the USAF definition of a military negotiation?
An ongoing, deliberative process between multiple parties that uses communication, critical/creative thinking, and trust-building to create cooperative and mutually beneficial options.
What is distributive negotiation?
A negotiation style assuming limited resources; it’s zero-sum, meaning one party’s gain is another’s loss, often leading to conflict and mistrust.
What is integrative negotiation?
A negotiation style focused on cooperation and mutual benefit, where resources aren’t seen as fixed and solutions can protect relationships.
What are AFNC’s Five Problem Solving Approaches
Insist
Cooperate
Comply
Evade
Settle
What does TIPO stand for in military negotiation planning?
Trust, Information, Power, and Options.
What are the two types of trust in TIPO?
Personal Trust (between individuals) and Process Trust (in rules, institutions, or procedures).
How does trust impact information sharing in negotiation?
Higher trust increases openness and use of shared information; low trust limits problem-solving due to skepticism of accuracy or intent.
What is the difference between “Power Over” and “Power With”?
1) Define the problem, and 2) Identify resources (info, power, people, time, etc.) that can help solve it.
What happens when option building is one-sided?
Trust is not developed, information flow is stagnant, and power may be used to force a solution, risking reduced trust and unsatisfactory long-term results.
What should be considered when selecting a problem-solving approach?
The importance of the task and the relationship with the people involved.
What does a high task orientation indicate?
Strong motivation to complete the task or resolve the problem.
What does a low task orientation indicate?
The task is not important, or there’s no desire to resolve the situation currently.
What is the Evade approach?
A passive, unassertive method used when the task or relationship isn’t important or more information is needed.
When is the Evade approach appropriate?
When the task is low-priority, there’s no need to build trust or relationships, or more information is needed before acting.
What is the bumper sticker for the Evade approach?
“Not now, can you come back later?”
What is the Comply approach?
Letting the opposite party resolve the issue their way, often to build or maintain trust and relationships.
When is the Comply approach appropriate?
When the task is less important than the relationship, trust exists or is desired, and you’re willing to accept their solution.
What is the bumper sticker for the Comply approach?
“Yes, absolutely, let’s do it your way!”
What is the Insist approach?
A method focused on achieving your objective regardless of relationship cost, often using power and limited trust.
When is the Insist approach appropriate?
When the task is critical, trust isn’t needed, and you have the power to act without input from the other party.
What must be considered when using the Insist approach?
Whether you have enough power to demand your way and ensure compliance.
When might an Insist approach be appropriate?
In a crisis when time is short.
Why is Insist not suitable for long-term solutions?
Because it doesn’t typically lead to durable, collaborative outcomes.
Insist Strategy Bumper Sticker?
“Take it or Leave it” or “Today - Do it My Way!”
