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Negotiation - Essay Example

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Instructor Course Date Negotiation and Influencing Skills 1. Please identify and describe the 5 conflict handling modes as set forth in the Thomas-Kilman Conflict Mode Instrument. In doing so, make sure to set forth under what circumstances each might be appropriately used and the potential ramifications of using them too often or too little…
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Download file to see previous pages The avoiding style is uncooperative and unassertive, which might take the form of rescheduling an issue until a better period or withdrawing from it. The main conflict is never resolved or addressed. This model may be appropriate when a manager encounters a trivial issue. He might use this style to postpone the decision until a better time or withdraw from it. The potential ramification of overusing this model is that the main conflict may never be solved or addressed. When used reasonably, it might be appropriate, especially when there is no likelihood of winning. The competing style (also referred to as the win-lose approach) is uncooperative, assertive, and power-oriented model. An individual pursues his concerns at the expense of the other person to win position. A manager utilizing this style seeks establishing outcomes that would enrich him at the expense of the parties involved. This mode may be appropriate when there is a need of decisive action and hasty answers such as during emergencies cases. It is applicable when confronting an unpopular action like cost cutting that demands crucial answers. When used too often, it may be unsuitable as one uses whatever means to defend his position without regarding other people’s feedback. ...
However, it is not applicable when there is a conflict demanding a solving approach. Lastly, the collaborating style has high cooperativeness and assertiveness, often summarized as win-win scenario, and in this case, parties work towards accomplishing their desired goals and outcomes. This style is appropriate when there is a complex conflict and a high demand of having creative ideas of both parties. Nevertheless, this resolution style requires a lot of time in making the final decision. 2. What three (and only three) points of advice would you give to your best friend facing a negotiation? Or, stated differently, set forth how you would describe to your best friend the Getting To Yes model of negotiations knowing that he or she has not and will not read the book. In any event, be as specific as possible. (30 points) The Getting To Yes model of negotiations is applicable to collaborative negotiations established by William Ury and Roger Fisher. This model is helpful in negotiations as it detaches people from a conflict or a problem, separates positions from different interests, augments options for mutual gain, and looks for suitable standards. The first point to bear in mind is that the model is significant as it looks for multiple interests of others by asking various questions such as why in negotiation. Individual interest should go along with specific details and invite other parties to improve if they are not precise. The second point to keep in mind is that the model looks for appropriate standards by avoiding judgment. The criterion is based on fair procedures and standards without assumption and fixed policy. The third point: this mode enlarges creative problem solving as it evaluates possible options without evaluating personal ideas ...Download file to see next pagesRead More
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