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Chapter 13 BU288.docx

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Ping Zhang

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BU288 Chapter 13 – Conflict and Stress Week 7 Managing Conflict with Negotiation -Negotiation – a decision-making process among interdependent parties who do not share identical preferences -Negotiation constitutes conflict management, in that it is an attempt to either prevent conflict or resolve existing conflict -Negotiation is an attempt to reach a satisfactory exchange among or between the parties -Distributive negotiation – win-lose negotiation in which a fixed amount of assets is divided between parties -In theory, the parties will more or less tend toward some compromise -Integrative negotiation – win-win negotiation that assumes that mutual problem solving can enlarge the assets to be divided between both parties -Tending toward the latter -Distributive and integrative negotiations can take place simultaneously Distributive Negotiation Tactics -Single-issue negotiation Threats & Promises -Threat consists of implying that you will punish the other party if he or she does not concede to your position -Promises are pledges that concessions will lead to rewards in the future -Threat has some merit s a bargaining tactic if one party has power over the other that corresponds to the nature of the threat, especially if no future negotiations are expected or if the threat can be posed in a civil and subtle way -If power is more balanced and the threat is crude, a counter threat could scuttle the negotiations, despite the fact that both parties could be satisfied in the settlement range -Promises have merit when your side lacks power and anticipates future negotiations with the other side -Careful timing is critical Firmness vs. Concessions -Sticking to your target position, offering few concessions, and waiting for the other party to give in Persuasion -Verbal persuasion or debate is common in negotiations -It takes two-pronged attack -One prong asserts the technical merits of the party’s position -The other prong assets the fairness of the target position -Verbal persuasion is an attempt to change the attitudes of the other party toward your target position -Persuaders are most effective when they are perceived as expert, likable, and unbiased -Disputants often bring third parties into negotiations on the assumption that they will process argumentation in an unbiased manner -Salary negotiation is a traditional example of distributive bargaining Integrative Negotiation Tactics -Requires a degree of creativity BU288 Chapter 13 – Conflict and Stress Week 7 Copious Information Exchange -A freer flow of information is critical to finding an integrative settlement -Trust must be built slowly -If all goes well, both parties will begin to reveal their true interests, not just their current positions Framing Differenc
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