NEGOTIATING Mediation Conflict Resolution Everyone is a Negotiator

NEGOTIATING Mediation & Conflict Resolution

Everyone is a Negotiator Happens daily Can be official or casual People negotiate more as they get older

Negotiation Defined Back-and-forth communication designed to reach an agreement, when you and the other side(s) have some shared interests and opposing interests

Types of Negotiators Soft Negotiators: amicable, tries to avoid conflict BUT, because they are eager to reach a solution, often give in too early and feel exploited or bitter because of it Hard Negotiators: views negotiations as a competition, test of wills BUT, their competitive approach often damages relationships with other party Principled Negotiators: decides issues based on merits, looks for mutual gains, uses fair and independent standards

Stages of Negotiations Preparation and planning Ice breaking Presenting the agenda Information exchange Proposals, demands, offers Bargaining, persuasion, justification Assessment: concessions or reformulations Resolution or deadlock If deadlock, bring in facilitator Closing, wrap-up Memorialization, write-up

All Negotiations Should… Produce a wise agreement Be efficient Should improve (or at least not damage) the relationship between the parties

Positional Bargaining Most common method, BUT…. Does not produce wise agreements Is inefficient Endangers ongoing relationships

Issue Focused Negotiation 1. Separate the people from the problem 2. Focus on the interests 3. Understand who you are negotiating with

Separate the person from the problem Deal directly with the problem, not with the person’s position or ego Try to understand the other person’s perception Recognize and acknowledge emotions

Focus on the Interests Identify a person’s interests, rather than their position WHY do they want what they want? Acknowledge their interests while discussing your own

Understand Who You Are Negotiating With Title? Authority? To what extent?

HYPOS – Practicing Negotiating

For next class Wednesday’s Topic: Negotiating Trouble-Shooting Next Week: Developing Creative Solutions REMINDER: Class Trip to NCCHR on Wednesday, April 15 th. $10 admission.