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Comm 292 Chapter 9 Notes

Three desired outcomes for conflict 1 agreement

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Three desired outcomes for conflict: 1. Agreement – equitable and fair agreements are the best outcome, if agreement means that one party feels exploited or defeated, this will likely lead to further conflict later. 2. Stronger relationships – when conflict is resolved positively, this can lead to better relationships and greater trust. 3. Learning – handling conflict successfully teaches one how to do it better next time and gives an opportunity to practice the skills one has learned. Negotiation – a process in which two or more parties exchange goods or services and try to agree on the exchange rate for them. Within a negotiation, individuals have issues, positions, and interests. 1. Issues – items that are specifically placed on the bargaining table for discussion. 2. Positions – individual’s stand on the issues. 3. Interests – the underlying concerns that are affected by the negotiation resolution. e.g. salary may be an issue for discussion; they salary you hope to receive is your position ; the reason that you want a 6-figure salary is that you are trying to buy a house in Vancouver which is your interest. Distributive Bargaining – negotiation that seeks to divide up a fixed amount of resources; a win-lose solution. “Any gain I make is at your expense.” Integrative Bargaining – negotiation that seeks one or more settlements that can create a win-win solution. How to Negotiate: 1. Develop a Strategy a. BATNA: B est A lternative T o a N egotiated A greement; the outcome an individual faces if negotiations fail. b. Bargaining Zone: the zone between each party’s resistance point, assuming there is overlap in this range. 2. Define Ground Rules – “who will do the negotiating? Where will it take place? What time constraints, if any, will apply?”; during this phase, the parties will also exchange their initial proposals or demands. 3. Clarification and Justification – its where you and the other party will explain, amplify, clarify and justify your original demands. This is the point at which you provide the other party with any documentation to help support your position. 4. Bargaining and Problem Solving – actual bargaining takes place in this phase. 5. Closure and Implementation – formalizing the agreement that has been worked out and developing procedures necessary for implementation.
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