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

2. Beginning the Process

• The other party’s concern
• Your persuasive case

3. Win/Win Model

• Preserve relationship
• Collaborate for the best
• Work toward enduring value

4. Closing & Implementation

• Finalize and agree
• Clarify any incompletion
• Establish next action

Taken from the Applied Leadership IV workbook section 3 page 20