8/7/2019 Negotiating to Manage Conflict

http://slidepdf.com/reader/full/negotiating-to-manage-conflict 1/18

Negotiating to ManageNegotiating to ManageConflictConflict

by Benjie S. Soberano, RNby Benjie S. Soberano, RN

8/7/2019 Negotiating to Manage Conflict

http://slidepdf.com/reader/full/negotiating-to-manage-conflict 2/18

Overview:Overview:

 _______________  _______________  Conflict Negotiation

 Application of negotiation in our daily life

8/7/2019 Negotiating to Manage Conflict

http://slidepdf.com/reader/full/negotiating-to-manage-conflict 3/18

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.

8/7/2019 Negotiating to Manage Conflict

http://slidepdf.com/reader/full/negotiating-to-manage-conflict 4/18

Defining characteristics inDefining characteristics in

negotiationnegotiation _______________  _______________ 

Conflict of interest

No fixed or established set of rules or procedures

Search for agreement

8/7/2019 Negotiating to Manage Conflict

http://slidepdf.com/reader/full/negotiating-to-manage-conflict 5/18

Negotiation processNegotiation process

 _______________  _______________  Offer  Counter-offer 

Concession Compromise  Agreement or possible failure of 

negotiation

8/7/2019 Negotiating to Manage Conflict

http://slidepdf.com/reader/full/negotiating-to-manage-conflict 6/18

Guidelines for conductingGuidelines for conducting

negotiationnegotiation _______________  _______________  Prepare Open  Argue Explore Signal

Package Close Sustain

8/7/2019 Negotiating to Manage Conflict

http://slidepdf.com/reader/full/negotiating-to-manage-conflict 7/18

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

8/7/2019 Negotiating to Manage Conflict

http://slidepdf.com/reader/full/negotiating-to-manage-conflict 8/18

Factors affecting goals andFactors affecting goals and

outcomes of negotiationoutcomes of negotiation _______________  _______________ 

NegotiationGoals andOutcome

CONTENTInterdependenceTrust

PROCESSESCommunicationPersuasionPower 

8/7/2019 Negotiating to Manage Conflict

http://slidepdf.com/reader/full/negotiating-to-manage-conflict 9/18

Organizational setting for Organizational setting for 

negotiationnegotiation _______________  _______________  Two party negotiation

Group negotiation Inter group negotiation Constituency negotiation

8/7/2019 Negotiating to Manage Conflict

http://slidepdf.com/reader/full/negotiating-to-manage-conflict 10/18

Negotiation strategiesNegotiation strategies

 _______________  _______________  Distributive negotiation Integrative negotiation

8/7/2019 Negotiating to Manage Conflict

http://slidepdf.com/reader/full/negotiating-to-manage-conflict 11/18

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

8/7/2019 Negotiating to Manage Conflict

http://slidepdf.com/reader/full/negotiating-to-manage-conflict 12/18

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 

8/7/2019 Negotiating to Manage Conflict

http://slidepdf.com/reader/full/negotiating-to-manage-conflict 13/18

Bargaining zoneBargaining zone

 _______________  _______________  defined as the range between one party¶sminimum reservation point and the other 

party¶s maximum reservation point

8/7/2019 Negotiating to Manage Conflict

http://slidepdf.com/reader/full/negotiating-to-manage-conflict 14/18

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

8/7/2019 Negotiating to Manage Conflict

http://slidepdf.com/reader/full/negotiating-to-manage-conflict 15/18

B ATNAB ATNA

 ________________  ________________  Best Alternative to Non ± Agreement Use of POWER

8/7/2019 Negotiating to Manage Conflict

http://slidepdf.com/reader/full/negotiating-to-manage-conflict 16/18

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

8/7/2019 Negotiating to Manage Conflict

http://slidepdf.com/reader/full/negotiating-to-manage-conflict 17/18

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

8/7/2019 Negotiating to Manage Conflict

http://slidepdf.com/reader/full/negotiating-to-manage-conflict 18/18

Thank You for ListeningThank You for Listening