Leader Negotiation Skills Conflict Pros and Cons Managed

Leader Negotiation Skills

Conflict Pros and Cons Managed conflict � Strengthens relationships and builds teamwork � Encourages open communication and cooperative problem-solving � Resolves disagreements quickly and increases productivity � Deals with real issues and concentrates on win-win � Makes Allies � Airs all sides of an issue � Calms and directs focus to results Out of control conflict � Damages relationships and discourages cooperation � Results in defensiveness and hidden agendas � Wastes time, money and human resources � Focuses on fault-finding and blaming � Creates enemies and hard feelings � Is frustrating, stress producing and energy draining � Is often loud, hostile and chaotic 2

Game Theory The most widely-used methods of resolving conflict The general idea: Everyone is trying to achieve some kind of "payoff" or benefit, but the payoff may be different for different people and organizations 3

Game Theory cont. �Types Of Games: 1. Competitive game means that for you to get your payoff, someone else has to lose theirs. (The Hunger Games District 12) 1 2. Cooperative game means that for you to maximize your payoff it is best for other players to get their payoff as well. (The Hunger Games District 12 ) 2 4

In the Work Place �In real life, there are often many games taking place in parallel, some competitive and others cooperative �Problems arise when you play a cooperative game competitively (you can end up causing yourself problems), or a competitive game cooperatively (you can end up losing) 5

Examples of Payoffs at Work �Gaining a sense of achievement from completing a worthwhile and/or high quality job �Obtaining financial rewards �Making a profit for the company �Getting the job done as quickly as possible in order to go somewhere better �Having a feeling of self-esteem or self-worth �Being recognized for one's efforts 6

Evaluating payoffs in conflict You win I don’t win I win Submission /acquiescence Collaboration assertiveness Compromise You don’t win Withdrawal Blocking/sabotage Aggression Dominance 7

The Manager’s Role What to do to minimize the effects of conflict: 1. Create an atmosphere of respect 2. Stop negative attitude before it becomes an epidemic 3. Clear communication of expectations 4. Encouragement of teamwork 5. Empower others 6. Encourage assertiveness while discouraging passive-aggressiveness 8

The Persuasion Tools Model �The Persuasion Tools Model (see Figure 1 below) is based on work by the psychologist Kenneth Berrien. In his studies of applied psychology in the 1940 s, he linked negotiation and persuasion style to emotional intelligence (EI). �The model can help you find the best negotiation approach to use, based on your level of intuition and your influencing capabilities. You can use the model to develop your influencing and persuasion skills, and become a better negotiator.

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