Mgmt 4500 Exam 2 Study Guide

Examination 2 – Study Guide – Fall 2013

MGMT 4500 – Principles of Negotiation and Conflict Management

Week 6 – Conflict dynamics

* How are conflict management and negotiation similar?

Effective approaches have much in common: openings matter, potential for integrative solutions, sharing information is often important, becoming better at one (Negotiation or conflict) helps with the other

* How do negotiation skills transfer?

* Familiarize yourself with conflict cycles (simple and complex)

Trigger leads to Action by Party A which leads to action by Party B

Trigger leads to Action by Party A, change in perception, action by Party B, change in perception, etc

* Reciprocity: Individuals involved in a conflict or negotiation tend to reciprocate their counterparts’ strategies and behaviors. (Threats lead to counter-threats)

* Language choice:

* Power: Is the ability to coerce someone to do something he or she would not otherwise do. Results in imposing costs on other party, threats, coercion, force, war, strike. May quickly resolve the dispute, but the other side may counter-threaten or call your bluff.

* Rights: Are independent standards of perceived legitimacy or fairness. “I deserve this” “this is fair” Past oriented and blame focused. Is a strong offense, but tends to be reciprocated but alternative interpretations of what is fair.

* Interests: Are needs, desires, and concerns. Reconcile differing interests in a way that addresses needs. Future oriented negotiation/mediation focus. Will facilitate sharing of information and has few risks, but it does signal your interests in settling.

* Which is best? When should each be used? What are risks of each? Interests is hardest zone to hit, but generally the most valuable.

* How can you get back on track if you move away from interests? Be a role model, consider labeling unhelpful behavior or dynamics, transitions to interests, and try a...