Lecture 22, Assessing The Negotiation Style-Conflict Management-Lecture Notes, Study notes of Conflict Management

Download Lecture 22, Assessing The Negotiation Style-Conflict Management-Lecture Notes and more Study notes Conflict Management in PDF only on Docsity! 82 Lesson 22 ASSESSING THE NEGOTIATING STYLE I Introduction Conflict is resolved in many ways. Arbitration, mediation, adjudication, and negotiation are some of the methods of conflict management. We will focus in this lecture on understanding negotiation. Negotiation has different styles. The choice of negotiation style depends upon the nature of conflict and the nature of disputants. Following are the main points of our discussion. • Why Deutsch’s theory of cooperation and competition doesn’t tell the whole story about behavior in a conflict. • How it is possible to cooperate without being taken advantage of. • The five negotiation styles. • Dual concern model Quotations Let us never negotiate out of fear, but let us never fear to negotiate. John Fitzgerald Kennedy (1917 - 1963) U.S. president. Inaugural address as president of the United States Making a billion dollars on a new deal is not difficult for me. Making it in a way that gives me satisfaction is the real challenge. Adnan Khasoggi (1935 - ) Saudi Arabian entrepreneur. Daily Express (London) Compromise used to mean that half a loaf was better than no bread. Among modern statesmen it really seems to mean that half a loaf is better than a whole loaf. G. K. Chesterton (1874 - 1936) British writer and poet. Negotiation Negotiation is one of three primary methods of alternative dispute resolution. A dialogue, discussion, or written exchange aimed at resolving a dispute or consummating a transaction. Virtually all cooperative conflicts are resolved through discussion and negotiation. Negotiation style It is a strategy, not a tactic. Choose a negotiation style that is suitable for the conflict you are dealing with. Most of us have our own biases about choosing different styles of negotiation according to one’s strengths and weaknesses. Deutch’s Model According to Deutsch’s model, conflict is either cooperative or competitive. This approach is advantageous as it shows the course of conflict rather than the behaviors of individual disputants or agents. However it fails: (i) To describe the self perception of disputants, this is very important to know. (ii) Cooperation and competition are cyclical in nature and Deutsch’s model refers to conflict, not the positions of individual disputants; (iii) According to this model, there is only one form of cooperation. Actually there could be different forms of cooperative strategies to resolve conflict. For example ‘pushover’ cooperation strategy makes the other disputant cooperate forcefully and joint problem solving strategy entails looking after the interests of the other party. docsity.com 83 Competition: High concern for self Cooperation: High concern for other Deutch’s Model Dual Concern Model 1. The avoiding style, which represents a low level of concern for both self and other; 2. The dominating (or competing) style, which represents a high level of concern for self and a low level of concern for other 3. The obliging (or accommodating) style, which represents a low level of concern for self and a high level of concern for other 4. The integrating (or collaborating or problem-solving) style, which represents a high level of concern for both self and other 5. The compromising style, which represents a moderate level of concern for self and other Pareto-efficiency: The quality of a settlement agreement or another social arrangement to maximize overall value to the participants by allocating specific resources to those who value them most. Avoiding Style A turtle is a symbol for the avoiding style because it can avoid everything by pulling its head and legs into its shell to get away from everyone. A turtle also chooses other styles at times. It does not always choose to stay in its shell, because it would miss out on everything from eating to swimming. Dominating or competition style It represents a high level of concern for self and a low level of concern for other A lion can be a symbol of a competitive style. The lion's roar helps the lion to satisfy its interests. For example, if the lion's family is hungry and needs food, the lion may use its strength and loud roar to get the food because it is important for the family. However, the lion can also choose to use a compromising or accommodating style when playing or resting with a lion cub. docsity.com