Negotiation & Conflict Management
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Negotiation & Conflict Management



These are the base slides (no case or exercise answers) for a short session on negotiation tools and techniques.

These are the base slides (no case or exercise answers) for a short session on negotiation tools and techniques.



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  • Were going to ultimately use our conflict management skills to think about implementation of modern organizational systems, but we’re going to start of thinking about it in a basic job context.
  • Looking for stakeholders, issues, outcomes, values of outcomes across stakeholders, role of time, BATNA
  • We bring an image
  • PackagingAdding IssuesFractioningBe creative
  • PackagingAdding IssuesFractioningBe creative

Negotiation & Conflict Management Negotiation & Conflict Management Presentation Transcript

  • Negotiation: It’s EvenMore Powerful Than You Think TerriGriffith #PIM The Plugged-In Manager
  • Conflict Management Broad Definition…. Broad Use….
  • Worksheet“Describe your last negotiation in outline form”What were the key aspects of the negotiation? View slide
  • Developing a Language View slide
  • Haggle
  • Sides of the table…
  • Negotiation: Deciding what resources parties each willgive and take in an exchange
  • Preparation Leads to Better Deals
  • New Hire
  • Types of IssuesDistributive Different Preferences Same ValuesCongruent Same PreferencesIntegrative Different Preferences Diff Values
  • Strategies Collaborate/ Accommodate IntegrateWhat theOther Party CompromiseWants Avoid Compete What I Want
  • Worksheet5. __________ only gets you ______ of what you want.6. __________ issues are where ____________.7. __________ issues are where ___________.8. __________ issues are where ___________.
  • Two Tasks1. Getting Information – Not just positions – Underlying preferences, priorities2. Using Information – Not just tug of war – Identifying/creating value
  • Information SharingAsk questions – but why should they tell you?Give information – reciprocityFind superordinate goals – super congruent issuesMake offers - packaging
  • Creating Value by… +Image (CC) Brian Solis, and
  • Creating Value by…
  • Not what people want, butwhy they want it … and finding ways to address underlying preferences/priorities that satisfy your own
  • Worksheet9. Not what people want, but ___________.10. _____________ & _____________ are two methods of creating more value in the negotiation.
  • Worksheet1. Preparation for negotiation is trivial or involved?2. What three kinds of information do you need to brainstorm about before your first meeting about a negotiation?
  • BestAlternative toTheNegotiatedAgreement
  • Why do you need to know your BATNA?
  • Preparation Stakeholder1 Stakeholder2 Stakeholder3 Stakeholdr4Issue 1Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3Issue 2Outcome 1Outcome 2Outcome 3
  • Worksheet3. When you have time, what is the agenda for your first negotiation meeting?4. Describe at least two tactics for gathering information from the stakeholders to a negotiation:
  • -10 0 +10