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9.5 RESOLVING CONFLICT THROUGH NEGOTIATION - Coggle Diagram
9.5 RESOLVING CONFLICT THROUGH NEGOTIATION
DEFINITION OF NEGOTIATION :
Discussing each individual’s position on a topic and attempting to reach a solution that benefits both parties.
A) BARGAINING-ZONE MODEL OF NEGOTIATIONS
i) Each party discusses
their goals and seeks to get an agreement.
Resistance Point
Will make no further concessions.
Initial Offer Point
Pie in the sky starting point
Target Point
Expectation for a final agreement.
B) SITUATIONAL INFLUENCES ON NEGOTIATIONS
IV) Audience Characteristics
Vested interest in the negotiation
outcomes.
Negotiators tend to be more competitive, less willing to make concessions,
II) Physical Setting
The ambience of the place can affect the process of negotiations
Face to face are more likely to develop a win-lose orientation toward the conflict situation
I) Location
The place of meeting for negotiation influences one’s level of confidence.
E.g. You can get whatever information or material that is needed during the course of the discussion.
III) Time Passage & Deadlines
The time should be adequate for the smooth exchange of ideas through different stages of negotiation
Negotiations should be timely. This means that the negotiation should be done before it is too late so as to secure an agreement.
C) NEGOTIATOR SKILLS
IV) Making Concessions
Inform the other party of the relative importance
of the negotiating items.
Make just enough consessions to motivate the other party to resolve the conflict efficiently
III) Communicating Effectively
Minimize socioemotional
conflict by focusing on issues rather than people.
Avoid any negative statement
I) Preparation & Goal Setting
Be fully prepared from every aspect before negotiate can help to achieve the goals
Do a thorough research on the goals and outcome from the negotiation
II) Gathering Information
Spend more time listening closely to the other
party and asking for details.
