Negotiation & Conflict

Management
Negotiation & its Components
Personality
Negotiation & Conflict
Management
Write down what comes to your mind about:

Negotiation

Conflict
 Your personal approach to
negotiation
Positive Approach Negative Approach
Interaction
Contest
Mutual benefit Win or Lose
Interdependence Control
Opportunity Problem
Difference Dispute
Exchange Struggle
Persuade Manipulate
Exciting Frightening
Stimulating Tension
Challenging Difficult
 Your personal approach to
Conflict
Positive Approach Negative Approach
Strengthening Destructive
Developmental Pain
Growth War
Courageous Hostility
Helpful Threat
Exciting Violence
Stimulating Competition
Creative Anger
Energizing Distress
Clarifying Alienation
Enriching Hopeless
Good Bad
 Introduction
Negotiation is
something
that everyone does,
almost
daily

1-5
 Negotiations
Negotiations occur for several
reasons:
To agree on how to share or divide a
limited resource
To create something new that neither
party could attain on his or her own
To resolve a problem or dispute
between the parties

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 Approach to the Subject
Most people think bargaining and
negotiation mean the same thing;
however, we will be distinctive about the
way we use these two words:
Bargaining: describes the competitive,
win-lose situation
Negotiation: refers to win-win situations
such as those that occur when parties try
to find a mutually acceptable solution to a
complex conflict

1-7
 Characteristics of a
Negotiation Situation

There are two or more parties

There is a conflict of needs and desires
between two or more parties
Parties negotiate because they think they
can get a better deal than by simply
accepting what the other side offers them
Parties expect a give-and-take process

1-8
 Characteristics of a
Negotiation Situation
Parties search for agreement rather than:
Fight openly
Capitulate
Break off contact permanently
Take their dispute to a third party
Successful negotiation involves:
Management of tangibles (e.g., the price or the
terms of agreement)
Resolution of intangibles (the underlying
psychological motivations) such as winning,
losing, saving face
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 Interdependence
In negotiation, parties need each
other to achieve their preferred
outcomes or objectives
This mutual dependency is called
interdependence
Interdependent goals are an important
aspect of negotiation
Win-lose: I win, you lose
Win-win: Opportunities for both parties to
gain

1-10
 Interdependence
Interdependent parties are
characterized by interlocking goals
Having interdependent goals does not
mean that everyone wants or needs
exactly the same thing
A mix of convergent and conflicting
goals characterizes many
interdependent relationships

1-11
 Dynamics of
Negotiation
Negotiation is difficult
Negotiation is complex
Because we have to deal with
conflict assessment,
Management
And resolution
Negotiation is personal &
individual
It is subject to all psychological and
sociological principles and theories
 Why negotiation is
difficult?
Our emotions
Temperaments
Unique needs
Interests
Goals
Perspectives
Ego
Self concept
Our fears
 Is everything
Negotiable?
Depends on our own values,
ethics, moral code
Every potential negotiation must
be assessed , if it has mutual
beneficial exchange only then
negotiation will take place.
 Components of
Negotiation
Personality
Approach
Style
Temperament
Perceptions
Interests, goals, needs, values &
Powers
Nature and effects of conflict and
available alternatives
Persuasive abilities of all parties
 It is easier to be wise for
others than for ourselves

Knowledge of self
Knowledge of others
Critical thinking
Creativity
 Conflict
Astate of mind in which a person
experiences a clash of opposing
feelings or needs

Aserious incompatibility between

two or more opinions, principles,
or interests