Negotation/conflict Flashcards
What is Conflict?
- 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.
Causes of Conflict
group identification, scarce resources, non clarity of roles, culture clash
Types of Conflict
Task
Process
Relationship
Modes of Managing Conflict - Thomas kilman
- assertive
- unassertive
- uncooperative
- cooperative
Negotiation
A decision-making process among interdependent parties who do not share identical preferences.
We negotiate all the time: to prevent or resolve conflict
negotiation strategies
Distributive bargaining
Integrative bargaining
Distributive bargaining
Win-lose negotiation that seeks to divide up a fixed amount of resources
Single issue negotiation
Integrative bargaining
Win-win negotiation that assumes mutual problem-solving can enlarge the assets to be divided
Collaboration
Distributive Tactics
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
How to Negotiate
Assess personal goals, consider other’s goals, develop strategy
Identify target and resistance points
target
what one would like to achieve
Resistance:
lowest outcome acceptable
BATNA
Best
Alternative
To a
Negotiated
Agreement
Integrative Strategies
- 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
BANTA (Best Alternative To the Negotiated Agreement)
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.
The Importance of Planning in the Negotiation
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.
Common Mistakes in Negotiaton
Irrational Escalation of Commitment
Mistake #2: Belief in the Mythical Fixed-Pie
Mistake #3: Anchoring bias
Mistake #1: Irrational Escalation of Commitment
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.”
Mistake #2: Belief in the Mythical Fixed-Pie
The assumption that your own interests directly conflict with the other party
Leads to “win-lose” thinking
Mistake #3: Anchoring bias
- 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
Improving Your Bargaining Position
- 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
