negotiating to manage conflict
TRANSCRIPT
8/7/2019 Negotiating to Manage Conflict
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Negotiating to ManageNegotiating to ManageConflictConflict
by Benjie S. Soberano, RNby Benjie S. Soberano, RN
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Overview:Overview:
_______________ _______________ Conflict Negotiation
Application of negotiation in our daily life
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Definition of NegotiationDefinition of Negotiation
_______________ _______________ Gaining favor of people from whom wewant things
It is a process by which two partiesinteract, through various communicationchannels to resolve a conflict jointly.
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Defining characteristics inDefining characteristics in
negotiationnegotiation _______________ _______________
Conflict of interest
No fixed or established set of rules or procedures
Search for agreement
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Negotiation processNegotiation process
_______________ _______________ Offer Counter-offer
Concession Compromise Agreement or possible failure of
negotiation
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Guidelines for conductingGuidelines for conducting
negotiationnegotiation _______________ _______________ Prepare Open Argue Explore Signal
Package Close Sustain
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Negotiation goals and outcomesNegotiation goals and outcomes
_______________ _______________ Substance goals - deals with outcomesthat relate to the content issues under negotiation
Relationship goals - deals with outcomesthat relate to how well people involved inthe negotiation and any constituencies
they may present are able to work withone another once the process isconcluded
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Factors affecting goals andFactors affecting goals and
outcomes of negotiationoutcomes of negotiation _______________ _______________
NegotiationGoals andOutcome
CONTENTInterdependenceTrust
PROCESSESCommunicationPersuasionPower
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Organizational setting for Organizational setting for
negotiationnegotiation _______________ _______________ Two party negotiation
Group negotiation Inter group negotiation Constituency negotiation
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Negotiation strategiesNegotiation strategies
_______________ _______________ Distributive negotiation Integrative negotiation
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Negotiation strategiesNegotiation strategies
_______________ _______________ Distributive negotiation ± Each party is trying to claim certain portion of
the pie ± Participants would ask the question ³who is
going to get this resource?´ ± Hard distributive negotiation (win ± lose
situation) ± Soft distributive negotiation
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Illustration:Illustration: two party negotiation intwo party negotiation indistributive contextdistributive context _______________ _______________
Bargaining Zone Bargaining Zone __________________ ____________________________________ ____________________________________ __________________
10,000 14,000 15,000 18,00010,000 14,000 15,000 18,000EiEi RNr RNr Er Er RNiRNi
EiEi Employer¶s initial offer Employer¶s initial offer
RNr RNr RN¶s minimum reservation pointRN¶s minimum reservation pointEr Er Employer¶s maximum reservation pointEmployer¶s maximum reservation pointRNiRNi RN¶s initial offer RN¶s initial offer
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Bargaining zoneBargaining zone
_______________ _______________ defined as the range between one party¶sminimum reservation point and the other
party¶s maximum reservation point
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Illustration:Illustration: two party negotiation in distributive contexttwo party negotiation in distributive context _______________ _______________
Bargaining Zone
______________________________________________________10,000 14,000 15,000 18,000
Ei Er RNr RNi
Bargaining Zone
______________________________________________________
10,000 12,500 16,500 18,000Ei Er RNr RNi
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B ATNAB ATNA
________________ ________________ Best Alternative to Non ± Agreement Use of POWER
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Negotiation strategiesNegotiation strategies
_______________ _______________ Integrative negotiation ± Everyone tries to enlarge the available pie
rather than stake claims to certain portion of it ± Participants would ask the question ³how can
the resources best be utilized? ´ ± Less confrontational and provides
alternatives ± win-win orientation
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Third party roles in negotiationThird party roles in negotiation
_______________ _______________ Negotiation may be accomplished throughthe intervention of third parties especially
when matters appear unresolvable Process is termed as Alternative DisputeResolution wherein a neutral third partyworks with persons involved in anegotiation in order to settle disputes
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