Conflict Management Instructor Erlan Bakiev Ph D CONFLICT
Conflict Management Instructor: Erlan Bakiev, Ph. D. CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458
Chapter 8 Interests and Goals in Negotiation CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458
Types of Goals in Negotiation Gain aspirations are the substantive and tangible things desired. n Relationship goals describe the nature of and value placed on the personal relationships involved. n “I” goals represent what I want for my ego and self-esteem. n Process goals describe how the interaction should proceed. n CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458
“I” Goals Your self-image n Your self-esteem n Your fears n How you want to be perceived or viewed in the interaction or situation. n CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458
Identifying your fears is the best way to identify your “I” goals. CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458
“I” goals tend to make us inflexible and may cause us to be avoidant or competitive. n “I” goals may cause us to attack the other person. n The challenge is to control your own ego. n CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458
Process Goals Your approach n Your style n Your manner of communication n Voice and participation by all parties n Procedures n CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458
Process goals can be more important as substantive gain goals. n Human beings are more dissatisfied with processes they see as unfair than with outcome. n CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458
Getting Your GRIP Identify goals in each of the four categories. n Evaluate and rank order the goals. n Try to identify goals in each category for your counterparts. n Search for common ground. n CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458
Prospective goals are set prior to negotiation. n Retrospective goals are identified after negotiation. n CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458
Retrospective goals identified may be accurate. n Retrospective goals identified may be rationalizations. n CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458
Goals and Negotiation Strategy You must come to GRIP before you may assess whether to avoid, manage, or resolve the conflict. n Your GRIP enables you to choose whether to negotiate at all. n CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458
Why You May Choose Not to Negotiate Relationship goals may trump substantive gain goals. n “I” goals may have been masquerading as “G” goals. n CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette PRENTICE HALL © 2007 Pearson Education, Inc. Upper Saddle River, NJ 07458
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