Negotation/conflict

Question 1

What is Conflict?

Answer 1

• Conflict is a process that occurs when one person, group, or organizational subunit frustrates the goal attainment of another.
• Conflict often involves antagonistic attitudes and behaviours.

Question 2

Causes of Conflict

Answer 2

group identification, scarce resources, non clarity of roles, culture clash

Question 3

Types of Conflict

Answer 3

Task
Process
Relationship

Question 4

Modes of Managing Conflict - Thomas kilman

Answer 4

• assertive
• unassertive
• uncooperative
• cooperative

Question 5

Negotiation

Answer 5

A decision-making process among interdependent parties who do not share identical preferences.

We negotiate all the time: to prevent or resolve conflict

Question 6

negotiation strategies

Answer 6

Distributive bargaining
Integrative bargaining

Question 7

Distributive bargaining

Answer 7

Win-lose negotiation that seeks to divide up a fixed amount of resources
Single issue negotiation

Question 8

Integrative bargaining

Answer 8

Win-win negotiation that assumes mutual problem-solving can enlarge the assets to be divided
Collaboration

Question 9

Distributive Tactics

Answer 9

Threats: implying punishment if other party does not concede to your position.
Promise: a concession now will lead to rewards in future.
- Firmness versus concessions
- Persuasion

Question 10

How to Negotiate

Answer 10

Assess personal goals, consider other’s goals, develop strategy
Identify target and resistance points

Question 11

target

Answer 11

what one would like to achieve

Question 12

Resistance:

Answer 12

lowest outcome acceptable

Question 13

BATNA

Answer 13

Best
Alternative
To a
Negotiated
Agreement

Question 14

Integrative Strategies

Answer 14

• Build trust and share information
• Emphasize commonalities and minimize differences
• Ask lots (and lots) of questions (try to get a good understanding of the other’s real needs and objectives)
• Give away some information
• Make multiple offers simultaneously
• Search for a novel solution that meets goals of both sides

Question 15

BANTA (Best Alternative To the Negotiated Agreement)

Answer 15

know your BATNA
You should not be accepting less than your BATNA…

Find out as much as you can about your opponent’s BATNA
- Quality of BATNA=negotiating power.

Question 16

The Importance of Planning in the Negotiation

Answer 16

Planning is Critical
- Must walk into the negotiation prepared.
- Define your negotiating zone.
- Set resistance and target points.
- Insufficient planning = failure
- Planning will tell you when to walk away from the table and when an agreement is acceptable.

Question 17

Common Mistakes in Negotiaton

Answer 17

Irrational Escalation of Commitment
Mistake #2: Belief in the Mythical Fixed-Pie
Mistake #3: Anchoring bias

Question 18

Mistake #1: Irrational Escalation of Commitment

Answer 18

Continuing a previously chosen course of action beyond what a rational analysis would recommend
“If at first you don’t succeed, then try, try again. Then quit. There is no point being a fool about it.”

Question 19

Mistake #2: Belief in the Mythical Fixed-Pie

Answer 19

The assumption that your own interests directly conflict with the other party
Leads to “win-lose” thinking

Question 20

Mistake #3: Anchoring bias

Answer 20

• An anchor is a standard against which future adjustments are measured
• Very often, the choice of an anchor is based on faulty or incomplete information
• The best way to solve the problem is to do your homework

Question 21

Improving Your Bargaining Position

Answer 21

• Begin with a positive overture
• Address problems, not personalities
• Pay little attention to initial offers
• Emphasize win-win solutions
• Create an open and trusting climate