Introduction
Negotiation is “a form of decision making in which two or more parties talk with one another to resolve their opposing interest” (Lewicki, Barry, & Saunders, 2010). Although, bargaining can be described as competitive the most important factors that shape successful negotiations is not what happens during the negotiations; it is what occurred prior to the negotiations, or that which shapes the context around negotiations (Pg. 3). The first step to becoming a strong negotiator is to have an understanding of the other parties’ interests and by knowledge of what type or style of negotiator you are. By filling out and answering the questions on the negotiating questionnaires you are guided how to assess your style on
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Two of the five cognitions I scored the same on, they are; Modeling and Consequence.
The correlation between my communication questionnaire and the competence scale (CCS) is that I rate on the high end of the scale. According to the “Explication and Test of a Model of Communicative Competence”, (Wiemann, 1977). Generally, a high-test score, above 108 (range between 36-180), means the individual is more sensitive, flexible and assertive, and a competent communicator based on my assessment. To validate my score, I had my husband complete his own assessment on my communication competence based on our past communications during social situations and relationship. Between our two individual answers to the same questions we arrived within one point of each other, mine being 161 and his being 160 out of 180.
Conflict is something we deal with daily and it takes practice as a negotiator to be able to identify the type of conflict you are faced with. The four types of conflict found in a workplace environment are:
• Organizational Conflict - The disagreement between groups or employees regarding work-related issues.
• Task Conflict - The differences based on work details and goals. Typically, these are the easiest to solve.
• Relationship Conflict - Is a type of personal conflict that develops over disagreements and differences between individuals or groups.
• Process Conflict –
Gina Blair and Daniel Trent cooperate and collaborate to achieve a common objective throughout their negotiation. A cooperative negotiation style is demonstrated as they combine their points of view regarding their clients concerns with outcomes to effectively solve the issues raised. The main focus of the negotiation is to reach an agreement rather than a continuous dispute. Accordingly, the conflicting objectives were resolved by compromises and solutions but forward by both Gina and Daniel. The negotiation style used between Gina and Daniel is described as principled negotiation where both parties jointly attack the problems arising to achieve a compromise.
Conflict, according to Wilmot & Hocker (2011), is defined as an expressed struggle between at least two interdependent parties who perceive incompatible goals, scarce resources, and interference from others in achieving their goals.
There are many types of conflict; some are beneficial while others are detrimental. All types of conflict fall into three major categories (Engleberg, Wynn, and Schuttler, 2003; Stewart, Manz, and Sims, 1999). Relationship-oriented conflict, also known as affective conflict, is brought about when team members experience interpersonal incompatibilities. Relationship conflict is usually detrimental as team members have different perceptions of communication and social skills. Whereas Task-oriented conflict, also referred to as cognitive conflict or procedural conflict, occurs when team members disagree about
Negotiation occurs on a regular basis in a daily life and individuals negotiate in business occasions or outside of the workplace. Having superior negotiation skills is conductive to the success in personal life and career development. This essay will indicate that my natural preferences for different influencing tactics, comparisons between theory and practice, and a personal action plan to improve negotiation skills based on the role-play activity in my class.
What is conflict? Even something as basic as a universal definition for the word conflict seems to vary from source to source. A literature review focusing on conflict defined it as “the interaction of interdependent people who perceive incompatibility and the possibility of interference from others as a result of this incompatibility” (Brinkert 2010). Often times the disagreement results not from a concrete difference, but rather a difference in perception (Ellis & Abbott 2012). One of the most important factors effecting conflict management is the resolution style used. The most often used tool for classifying how conflict is managed is the Thomas-Kilmann Conflict Mode Instrument (Iglesias & Vallejo 2012).
Conflict is simply a disagreement or argument that can occur between two individual, groups of people in an organisation or between an employer and an employee.
Conflict is a process that every one of us has experienced throughout our lives. There are various definitions of conflict as described by different authors. Generally, conflict is a process whereby, one individual’s interest is opposed or negatively affected by the other party (Yoder-Wise,2015).
Conflict is generally defined by four criteria: expressed tension, interdependence, perceived incompatible goals, and the need for resolution (Wood,
Consequently, negotiation is a process that can be approached in many ways. No matter what strategy we choose, success lies in how well we prepared. The key to negotiating a beneficial outcome is the negotiators’ ability to consider all the elements of the situation carefully and to identify and think through the options. At the same time, negotiators must be able to keep events in perspective and be as fair and honest as circumstance allows. Because a common ground or interest has brought the parties to the negotiating table, a negotiator can benefit by trying to capitalize on this common
When examining these issues, it’s possible to determine which conflict that is being dealt with by looking at the cues that are provided. These cues include end goals related to the conflict, flexibility, and the interests of the parties involved within the conflict. Realistic conflict involves issues that can solved when party are willing to work towards a common goal, and nonrealistic conflict occurs when they are trying to win. Nonrealistic conflicts will consist of less flexible parties, and are best handled with fore or coercion to reach an end goal. This will stop the conflict from escalation or being all together avoided by the members involved. Conflicts that are readily identified can be controlled, and the best solutions can be
Once both sides have established a clear agenda and talking points now the can start the negotiation process. Each side will begin their arguments or persuasion points with each side taking turns listening before objecting the opposing side’s talking points. A good negotiator of any contract will or should poses one major important factor and that is confidence. Confidence is key to having a good chance of winning what you want in a negotiation. According to Oliver, D, How to Negotiate Effectively, (2011), Confidence is a key. “If you lose your own confidence, the counterpart will intuitively pick that up, and you will end the negotiation in a much weaker position than you need to. Tactics therefore need to be clear before you go into the negotiation. If
Conflict is “an expressed struggle between at least two interdependent parties who perceive incompatible goals, scarce resources, and interference from others in achieving their goals” (Hocker, 1991). There are two basic types of conflicts: substantive and emotional. According to Schermerhorn et.al., substantive conflict is a fundamental disagreement over ends or goals to be pursued and the means for their
In order to make improvements in one’s negotiating skills, it is necessary to determine one’s current communication skills and negotiating style. The use of tools, such as The Personal Bargaining Inventory and Communication Competence Scale questionnaires can assist one in determining these skills. Developing an improvement plan, taking into consideration the five negotiating strategies, ten best practices of negotiating skills, and current communication skills and negotiating style will provide one with a tool to assist in improving one’s negotiating skills.
An effective negotiator is a strategic negotiator, who is able to switch back and forth between different phases of a negotiation without losing the goal in mind. An effective negotiator takes time to process what is happening during the negotiation and ensures that the right problem is being resolved while taking into consideration other party’s intrests to finding a common ground. Concequently those type of actions facilitate in the process of a negotiation by creating a cooperative environment and enhance the furture relationship between the parties (Fells 2012; Sebenius 2001). An effective negotiator aknowledges that no party is the same and as every negotiation, every negotiator is different from one another. These variations explain the DNA of negotiation that requires an effective negotiator to take into considerations the strands of the DNA, such as “reciprocity, trust, power, information exchange, ethics, and outcome” that vary from person to person (Fells 2012, pg 8).
Conflict is a "state of disharmony brought about by differences of impulses, desires, or tendencies" (Rayeski & Bryant, 1994). Although many people and organizations view conflict as an activity that is usually negative and should be avoided, conflict is a natural result of people working