Comm 1000 1st edition Lecture 13 Outline of last lecture l. Conflict definedll. Levels of conflictlll. Stages of conflict lV. Kilmann and Thomas Model of Conflict Resolution Outline of current lecture V. Negotiation Vl. The six-step model of negotiation Vll. Five negotiation styles have been identifiedVlll. Principled NegotiationlX. Four “Rules of Thumb”Current lecture V. Negotiation A. Negotiation is means of resolving conflict defined by Walker and Harris as “the process of resolving difference through mutually acceptable tradeoffs.”- Elements of cooperation and competition are found in all social exchanges- Perceptions of fairness in exchange influence the outcomes of these exchanges- The negotiated or reciprocal nature of the exchange influences perceptions of fairness - Reciprocal exchanges are perceived as more fair than negotiated ones. Vl. The six-step model of negotiation A. Analyzing the negotiation situation - Objectives?- Own and other’s needs?- Environment?B. Planning for the upcoming negotiations - Importance of this step often underestimated- The complex and evolving nature of negotiations, as well as various “stumbling blocks” have helped create Negotiation Support Systems - Money, people, and timing are usually at the corner of negotiations- Make a plan in terms of relevant issuses:- Strategies to use- Location- Agenda - Process, etc.C. Organizing - Select people and plan- Decide on opening offer- Decide on limits of offer- Practice negotiatingComm 1000 1st editionD. Gaining/maintaining control- Try to be involved in agenda preparation - Try to have input in processE. Closing the negotiations - Be creative to find best solutions - Stay open to possibilitiesF. Continuous improvement - This is the most overlooked step- Check on decision and results- Review negotiation (what can be done better next time?)Vll. Five negotiation styles have been identified A. Integrating- collaborates, works with other party B. Obliging- concedes, yields, strive to accommodate others C. Dominating-uses power and authority to achieve own goals D. Compromising-looks for “middle ground” negotiates and tries to avoid unpleasantness E. Avoiding-tries to avoid over disagreement Vlll. Principled Negotiation A. Principled negotiation decides an issue based upon it merits and gets away from traditional notions of negotiation which emphasize getting the other side to “comeover” to your position B. Techniques of Principled Negotiation - Ask question without attacking - Recognize contributions of others- Gain agreement on factual information - Check for understanding - Ask for help in understanding reasoning lX. Four “Rules of Thumb” A. Separate people from the problem - Address issues while respecting people - Psychological and substantive needs should be metB. Focus on interests, not positions- Search for mutually agreeable possibilities - Avoid seizing a position and holding on to it- Ask questions and listen to answers C. Invent various options for mutual gain- Don’t jump to a solution - First, analyze criteria for problem and solution D. Use objective criteria - Use mutually agreed upon information to back claims- Don’t just lock into perceptions of each