Negotiation - Conflict Resolution and Strategic Orientation
How Disposition toward Conflict Affects Negotiation Strategy
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Table of ContentsApproach to Conflict Resolution Affects Negotiation StrategyWhat is the Dual Concern Model? Discussion Question
Approach to Conflict Resolution Affects Negotiation Strategy
The conflicting interests of parties to a negotiation can be presented in a two-dimensional framework, known as a dual-concern model. The model provides a negotiators concerns for personal outcomes and the outcomes of others independently. It demonstrates how parties arrive at a disposition toward conflict resolution (competition, avoidance, collaboration, accommodation, or compromise) which will ultimately affect the strategy and tactics employed in the negotiation.
Back to: NEGOTIATIONS
What is the Dual Concern Model?
Five major strategies for conflict management have been identified in the dual concerns model:
- Contending (also called competing or dominating).
- Yielding (also called accommodating or obliging).
- Inaction (also called avoiding).
- Problem solving (also called collaborating or integrating).
- Compromising - Demonstrates an intention to engage in the back-and-forth that characterizes negotiation.
The strategy employed by a negotiator to resolve a conflict with vary depending upon the aforementioned characteristics or differences between negotiators. Further, a negotiators strategy will vary depending upon characteristics of the negotiation (level of dependence, integrative/distributive) and the negotiators alternatives.
- What is negotiation?
- What scenarios or situations lead to a negotiation or cause parties to negotiate?
- What characteristics are common to all negotiations?
- What are the differences among negotiators that affect the negotiation process?
- What is a conflict and how does it give rise to negotiation?
- How is a negotiators disposition toward conflict resolution related to negotiation strategy?
- What is the level of dependence in a conflict negotiation?
- What are integrative, distributive, and compatible bargaining scenarios?
- What is the BATNA and what is the significance of alternatives in negotiation?
- What is the significance of the reservation point and ZOPA in a negotiation?
- What is the significance of concessions or adjustment of the bargaining position?
- What are anchor points and the bargaining range in a negotiation?
- What personal and situational factors are commonly understood to affect negotiation?
Do you think that the dual-concern model adequately captures the primary dispositions to conflict resolution? That is, do you think that ones self concern or concern for the other party will dictate the strategy employed; or, is the strategy employed simply indicative of the level of self concern or concern for others? Do you think an individual can have varying levels of self-concern or concern for the other party based upon the nature of the negotiation?