Resolving conflict through negotiation

May 12th, 2015
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• Negotiation- when two or more parties attempt to resolve divergent goals by redefining terms of interdependence • Negotiation occurs when a satisfactory arrangement for both parties is reached

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Organizational Behavior For Chris LloydResolving Conflict throughNegotiation Negotiation- when two or more parties attempt to resolve divergent goals by redefining terms of interdependence Negotiation occurs when a satisfactory arrangement for both parties is reached Mutual trust should be established for negotiating to be successful InitialPointTargetPointBargainingZone Model ofNegotiationsResistancePointArea ofPotentialAgreementResistancePointTargetPointInitialPointSituational Influences onNegotiations Location- Where arenegotiators meeting? How willthey communicate? Physical Setting- How arenegotiators seated? Facingeach other, interspersed, orfacing the same direction? Time- How much time hasbeen invested? Are theredeadlines for negotiations? Audience- Is an audiencepresent?Skills of an Effective Negotiator Preparation and Goal Settingrequire negotiators to prepareand know alternative negotiableoptions. Gathering Information meanslistening to the other partiesdesires and asking for details todiscover effective concessions. Communicating Effectively canbe essential for maintaininggood

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