398Z Conflict Resolution

POLI398Z
Conflict Resolution

Managing the negotiator's dilemma
Being cooperative and integrative without disclosing too much info

1 - Prepare, consider what you can reveal
2 - Reveal the nature of your interests but not the intensity
3 - Share info reciprocally, in bite-size pieces. Promote a frame side-by-side joint problem-solving
4 - Use independant standards to guide questions of distributions
5 - Soft on the people / hard on issues
- accept the people, treat them with respect
- seek to understand their views
- explore the merits together side by side
- be wholly thrusthworthy, do not be wholly trusting
- balance emotion & reason

Process skills for creating value negotiation
1 - probe for underlying interest
2 - identify key differences
- relative value
- time value of money
- expectations
- risk tolerance
3 - explore efficient trades
4 - craft alternative packages
5 - weigh "post-settlement settlement"