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Conflict Management HRM624

Lesson 22

ASSESSING THE NEGOTIATING STYLE I

Introduction

Conflict is resolved in many ways. Arbitration, mediation, adjudication, and negotiation are some of the

methods of conflict management. We will focus in this lecture on understanding negotiation.

Negotiation has different styles. The choice of negotiation style depends upon the nature of conflict and the

nature of disputants. Following are the main points of our discussion.

· Why Deutsch's theory of cooperation and competition doesn't tell the whole story about behavior

in a conflict.

· How it is possible to cooperate without being taken advantage of.

· The five negotiation styles.

· Dual concern model

Quotations

Let us never negotiate out of fear, but let us never fear to negotiate.

John Fitzgerald Kennedy (1917 - 1963) U.S. president. Inaugural address as president of the United States

Making a billion dollars on a new deal is not difficult for me. Making it in a way that gives me satisfaction is

the real challenge.

Adnan Khasoggi (1935 - ) Saudi Arabian entrepreneur. Daily Express (London)

Compromise used to mean that half a loaf was better than no bread. Among modern statesmen it really

seems to mean that half a loaf is better than a whole loaf.

G. K. Chesterton (1874 - 1936) British writer and poet.

Negotiation

Negotiation is one of three primary methods of alternative dispute resolution. A dialogue, discussion, or

written exchange aimed at resolving a dispute or consummating a transaction.

Virtually all cooperative conflicts are resolved through discussion and negotiation.

Negotiation style

It is a strategy, not a tactic.

Choose a negotiation style that is suitable for the conflict you are dealing with. Most of us have our own

biases about choosing different styles of negotiation according to one's strengths and weaknesses.

Deutch's Model

According to Deutsch's model, conflict is either cooperative or competitive. This approach is advantageous

as it shows the course of conflict rather than the behaviors of individual disputants or agents.

However it fails:

(i) To describe the self perception of disputants, this is very important to know.

(ii) Cooperation and competition are cyclical in nature and Deutsch's model refers to conflict, not the

positions of individual disputants;

(iii) According to this model, there is only one form of cooperation. Actually there could be different forms

of cooperative strategies to resolve conflict.

For example `pushover' cooperation strategy makes the other disputant cooperate forcefully and joint

problem solving strategy entails looking after the interests of the other party.

Conflict Management HRM624

Deutch's Model

Cooperation: High

Competition: High

concern for other

concern for self

Dual Concern Model

1. The avoiding style, which represents a low level of concern for both self and other;

2. The dominating (or competing) style, which represents a high level of concern for self and a low level of

concern for other

3. The obliging (or accommodating) style, which represents a low level of concern for self and a high level of

concern for other

4. The integrating (or collaborating or problem-solving) style, which represents a high level of concern for both self

and other

5. The compromising style, which represents a moderate level of concern for self and other

Pareto-efficiency: The quality of a settlement agreement or another social arrangement to maximize

overall value to the participants by allocating specific resources to those who value them most.

Avoiding Style

A turtle is a symbol for the avoiding style because it can avoid

everything by pulling its head and legs into its shell to get away from

everyone.

A turtle also chooses other styles at times. It does not always choose to

stay in its shell, because it would miss out on everything from eating to

swimming.

Dominating or competition style

It represents a high level of concern for self and a low level of

concern for other

A lion can be a symbol of a competitive style. The lion's roar helps

the lion to satisfy its interests. For example, if the lion's family is

hungry and needs food, the lion may use its strength and loud roar

to get the food because it is important for the family.

However, the lion can also choose to use a compromising or

accommodating style when playing or resting with a lion cub.

Conflict Management HRM624

Obliging or accommodating style

A chameleon is a symbol of the accommodating style because it changes its

color to match the color of its environment. By changing its color to

accommodate its surroundings, the chameleon fits quietly into its environment.

Although the chameleon may always change its color to accommodate its surroundings, it may

choose other styles when it is hunting for food, taking care of its young, or hiding from enemies.

It represents a low level of concern for self and a high level of concern for other

Integrating or cooperative style

It represents a high level of concern for both self and other.

A dolphin usually chooses a cooperative problem-solving style. Dolphins use

whistles and clicks to communicate with each other to catch food

cooperatively and to summons help. For example, when a dolphin is

sick or injured, other dolphins will help it to the surface so it can

breathe.

Although the dolphin usually chooses to be a cooperative problem solver, it can also choose other styles

depending on the situation. For example, if a dolphin has a baby and a shark is in the area, the dolphin will

choose to use a competitive style to deal with the shark. Continuing to use its favorite style of cooperation

would greatly endanger the life of the baby dolphin.

Compromising/style

A zebra can be a symbol for the compromising style.

A zebra's unique look seems to indicate that it didn't care if it was a black horse or a white

horse, so it "split the difference" and chose black and white stripes.

However, a zebra may not choose a compromising style

for all things. A zebra may choose a cooperative

or competitive style like the dolphin or lion depending on the situation.

It represents a moderate level of concern for self and other

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