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Negotiation - Essay Example

The next conflict handling mode is collaborating. The collaborative mode involves being both assertive and cooperative. This can be used to attempt to solve an interpersonal conflict; generally this has a variety of ramifications based on the participants’ perspectives. Collaboration, however, can be used to a great extent as when it is effective both parties are engaged in productive bargaining. The third conflict handling mode is compromise. Compromise is an intermediate between assertiveness and cooperativeness. This conflict handling mode can be used when both collaborative parties have a prior difficulty agreeing; it is important that there is a balance in this mode. Still, compromise can be used to a decent amount as it involves both parties being involved in a dialogue about the issues they have held prior disagreements over. The fourth conflict handling mode is avoiding. Avoiding is recognized as uncooperative and is recommended to use only in a small amount, as it is counterproductive. Avoidance tactics, however, can be implemented to attempt to gain concessions from the other bargaining party. The final conflict handling mode is accommodating. This mode is unassertive and cooperative. It is necessary to not be over-accommodating as this can result in dysfunction. Still, accommodation can be used in small amounts effectively. 2. What three (and only three) points of advice would you give your best friend facing a negotiation? Or, stated differently, set forth how you would describe

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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. The Getting To Yes model of negotiation contains a variety of negotiation tactics. There is the recognition that there are three main points of advice from this model that I would give my friend. The first point of advice I would give my friend would be to first separate the people from the problem, as this would allow them to focus on the issue with serious conflict. The next issue I would tell them would be to invent options for mutual gain. This is highly important as it establishes that reaching an agreement is beneficial for both parties, adding motivation to the negotiation. The final piece of advice I would give my friend would be to insist on using objective criteria. Objective criteria are highly important as it establishes firm foundations for the negotiations. Without objective criteria it is difficult to advance negotiations and agree on tangible avenues for compromise. 3. Please compare and contrast distributive or competitive with integrative or interest-based bargaining There is a strong division between the distributive or competitive modes of bargaining and the integrative or interest-based modes of bargaining. It’s noted that interest-based bargaining, “resolve their problems by using the Turning Issues into Interests worksheet” (McRae, p. 54). Specifically this recognizes that integrative bargaining seeks to establish common needs or interests that the parties share. This way the parties are able to recognize that there are many elements they share in common, which will allow them to separate the person from the problem and work towards more productive means of negotiation. This mode of bargaining is contrasted with the distributive model. In this approach common interests are ignored for a zero sum game. Specifically, the parties view the
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Negotiation 1. Please identify and describe the 5 conflict handling modes as set forth in the Thomas-Kilman Conflict Mode Instrument. In doing so be 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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