NEGOTIATION & CONFLICT

MANAGEMENT
TOPIC 1

INTRODUCTION

Topic Objectives

Identify a variety of situations where negotiation takes place

Describe the characteristics of negotiation

Distinguish between interests and issues

Evaluate the role of incentives in negotiation

Understand the importance of being prepared

Identify various types of conflict

Characteristics of Negotiation
Six characteristics of negotiation:
1. There are 2 or more parties involved
2. There is a conflict of interest
3. Expectation of a better outcome as a result of negotiation
4. The parties prefer mutual agreement above other routes
5. Implied quid pro quo
6. Involves both tangible and intangible components

Nature of Negotiation
Interdependence both parties have something to contribute and
something to attain
Issues versus Interests distinguish between the two:

Issues the specific items or terms actually negotiated

Interests what is hoped will be accomplished

Role of Incentives incentives can bring about a successful

negotiation through the offering of incentives (that fulfill the
others needs/wants)
Conflict poorly managed conflict can derail a successful
negotiation

Conflict
Intrapersonal conflict: a person feels within him/herself (not part of
negotiation)
Interpersonal conflict: between two people
Intragroup conflict: within a group of people
Intergroup conflict: between two groups
Conflict can be good and promote growth
Conflict can be bad if it promotes mistrust
In all cases, conflict needs careful management

Preparation for Negotiation: Clarifying Goals and Interests

The Best Negotiators:

Spend more time planning than negotiating
Use a problem-solving rather than competitive perspective
Identify both parties potential interests and issues
Prioritize the interests and issues
List the options and alternatives if agreement cannot be
reached
Plan the approach and language to be used
Anticipate the other partys reactions

Preparation: Research

When buying a car research the price and

features
When selling your house research similar
listings
When applying for a job research salary
Research helps focus the negotiation on facts
and logical conclusions instead of emotions

Ethics in Negotiation

There is always a possibility that one party will try to

deceive the other
Utilitarian approach: the best alternative provides the
greatest good for the greatest number
Rights approach: protect the rights of the individual
Justice perspective: impartial creation and application
of rules