Negotiating to Manage Conflict

by Benjie S. Soberano, RN

Topic Outline _______________

Overview 3 defining characteristics in negotiation Negotiation process Guidelines for conducting negotiation Negotiation goals and outcome Organizational setting for negotiation Negotiation strategies Third party negotiation

Overview: _______________
Conflict Application of negotiation in our daily life Negotiation

Definition of Negotiation _______________

Gaining favor of people from whom we want things It is a process by which two parties interact, through various communication channels to resolve a conflict jointly.

Defining characteristics in negotiation _______________

Conflict of interest No fixed or established set of rules or procedures Search for agreement

Negotiation process _______________

Offer Counter-offer Concession Compromise Agreement or possible failure of negotiation

Guidelines for conducting negotiation _______________

Prepare Open Argue Explore Signal Package Close Sustain

Negotiation goals and outcomes _______________

Substance goals - deals with outcomes that relate to the content issues under negotiation Relationship goals - deals with outcomes that relate to how well people involved in the negotiation and any constituencies they may present are able to work with one another once the process is concluded

Factors affecting goals and outcomes of negotiation _______________

Negotiation Goals and Outcome PROCESSES Communication Persuasion Power

CONTENT
Interdependence

Trust

Organizational setting for negotiation _______________

Two party negotiation Group negotiation Inter group negotiation Constituency negotiation

Negotiation strategies _______________

Distributive negotiation Integrative negotiation

Negotiation strategies _______________

Distributive negotiation
Each party is trying to claim certain portion of the pie Participants would ask the question who is going to get this resource? Hard distributive negotiation (win lose situation) Soft distributive negotiation

Illustration: two party negotiation in distributive context _______________

Bargaining Zone ______________________________________________________ 10,000 14,000 15,000 18,000 Ei RNr Er RNi

Ei RNr Er RNi

Employers initial offer RNs minimum reservation point Employers maximum reservation point RNs initial offer

Bargaining zone _______________

defined as the range between one partys minimum reservation point and the other partys maximum reservation point

Illustration: two 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 18,000 Ei Er RNr RNi

BATNA ________________
Best Alternative to Non Agreement Use of POWER

Negotiation strategies _______________

Integrative negotiation
Everyone tries to enlarge the available pie rather than stake claims to certain portion of it Participants would ask the question how can the resources best be utilized? Less confrontational and provides alternatives win-win orientation

Third party roles in negotiation _______________

Negotiation may be accomplished through the intervention of third parties especially when matters appear unresolvable Process is termed as Alternative Dispute Resolution wherein a neutral third party works with persons involved in a negotiation in order to settle disputes

In negotiation there is such thing as

I won the Battle but lost the War!

Thank You!
http://www.scribd.com/doc/48395450/Negotiati ng-to-Manage-Conflict