Conflict Resolution

October 4, 2017

Panelists

How do you define conflict?

Conflict

Conflict arises when two or more persons or groups manifest the belief that they have incompatible objectives. �

​

​

Elements of a Conflict

1. Issues in Contention (typically interests and values)
1. Ex: Competing for the same contract or role; insert values example
2. Characteristics of the contending parties
1. Ex: Introvert vs. extrovert, insert another example
3. Relations between adversaries
1. Ex: Managing disputes with clients, co-workers or boss
4. Context in which adversaries contend
1. Ex: Company Culture
5. Means used for the struggle
1. Ex: Sending passive aggressive emails, putting post-its on the fridge
6. Outcome

Conflict Analysis

Identify the elements of conflict in your groups and be prepared to present your analysis to the class.

​

Debrief

Conflict Resolution

Conflict Resolution

Intervention aimed at alleviating or eliminating discord through conciliation.

​

Conflict Resolution Strategies

• Recognize that all of us have biased fairness perceptions. Both parties to a conflict typically think they’re right (and the other side is wrong) because they quite literally can’t get out of our own heads
• Avoid escalating tensions with threats and provocative moves. When we feel we’re being ignored or steamrolled, we often try to capture the other party’s attention by making a threat
• Overcome an “us versus them” mentality. Group connections build loyalty and strong relationships, but they can also promote suspicion and hostility toward members of out-groups
• Look beneath the surface to identify deeper issues. Our deepest disputes often seem to involve money but often involve much deeper causes of conflict, such as the feeling that one is being disrespected or overlooked
• Separate sacred from pseudo-sacred issues. We tend to err on the side of not negotiating when sacred principles and values are at stake, But many of the issues negotiators consider sacred are only off-limits under certain conditions.

​

Conflict Resolution Discussion

Debrief

BREAK

Negotiation

Negotiation

A discussion aimed at reaching an agreement.�"a worldwide ban is currently under negotiation"�Synonyms: discussion(s), talks, deliberations;

Identify Your Negotiation Strategy

1. What is your Best Alternative To Negotiating this Agreement (BATNA)?
2. What is your reservation point?
3. The point above or below which you will exercise that alternative
4. Is the negotiation a competitive or collaborative negotiation?
5. What is your target point? ( Note: This should NOT be the same as your reservation point. Be OPTIMISTIC.)

​

Fundamental Questions Regarding Negotiation

​

Two fundamental questions

​

1. Is the future relationship with the other party important?

​

• Is the reputation I create from this particular negotiation going to affect future negotiations?

Two different negotiating strategies

• If the answer to both questions is “no” - use a competitive, win-lose strategy
• If the answer to either question is “yes” - you need to approach the negotiation with a collaborative, win-win strategy

​

Negotiation Strategies

Competitive: win-lose negotiations, focused on claiming value

(usually called “distributive negotiations”)

Collaborative: win-win negotiations focused on creating value

(usually called “integrative negotiations”)

Competitive

Inappropriate when:

• Relationship is important to you
• Speedy decision isn’t necessary
• Both parties are equally powerful
• Issue is complex

​

​

Appropriate when:

• You are in a power position and your relationship with the other party is not important
• Speedy decision is needed
• Unfavorable decision by the other party very costly to you

​

​

Collaborative style

Appropriate when:

• Other parties’ commitment is necessary for

implementation

• Issues are complex
• One party alone cannot solve the problem
• Time is available for problem solving

​

Inappropriate when:

• Speedy decision is required
• Task or problem is simple
• Other parties are unconcerned about outcome
• Other parties do not have problem-solving skills

​

$3 Game

You are representing your company on a bid for an open opportunity and must make a deal on this one-time negotiation.

Please refer to your secret rule and do not share your secret rule with other players.

​

$4 Game

You did so well in the last bid that your boss has sent you to negotiate the re-compete for your 10 year contract.

Please refer to your secret rule and do not share your secret rule with other players.

​

Negotiation Debrief

Session Debrief

​