Wednesday, October 18, 2006

Day Two Session One – Effective Negotiation

There are two basic types of conflict: Relational and Resource

Relational conflicts are most often referred to as informal conflicts. They take place when two or more people conflict over internal issues:

  • Differing perceptions of a situation they have in common
  • Differing personal, cultural or work values
  • Emotional differences
  • Respect issues

Resource conflicts are also called formal conflicts, dealing with external issues where two or more people attempt to resolve issues such as:

  • Limited facilities
  • Work process roles
  • Buying and selling

Taken from the Applied Leadership IV workbook section 3 page 8

The Process

  1. Preparation
    • Gather information
    • Set goals
    • Determine the best alternative to a negotiated agreement
  1. Beginning the Process
    • The other party’s concern
    • Your persuasive case
  1. Win/Win Model
    • Preserve relationship
    • Collaborate for the best
    • Work toward enduring value
  1. Closing & Implementation
    • Finalize and agree
    • Clarify any incompletion
    • Establish next action

Taken from the Applied Leadership IV workbook section 3 page 20

No comments: