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Conflict Management

Conflict Management . Instructor: Erlan Bakiev, Ph. D. Chapter 1 Defining Negotiation and Its Components. Defining Negotiation. Human interaction is essentially negotiation. Intimidating, chiseling, and tricking are NOT negotiation. Negotiation Is Personal.

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Conflict Management

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  1. Conflict Management Instructor: Erlan Bakiev, Ph. D.

  2. Chapter 1Defining Negotiation and Its Components

  3. Defining Negotiation Human interaction is essentially negotiation. Intimidating, chiseling, and tricking are NOT negotiation.

  4. Negotiation Is Personal • Emotions, temperament, and personality affect needs, interests, goals, and perspectives. • Ego, self-concept, and fears affect our needs. • Attitude affects our needs and our negotiation. • Knowledge of self is the starting point toward building effective negotiation skills.

  5. Not Everything Is Negotiable • Every person has limits to what he/she will give and take. • Not everything SHOULD be negotiated: • Potential for MUTUAL BENEFIT is a prerequisite to negotiation.

  6. Components of Negotiation • Personality • Approach • Style • Temperament • Perception • Interests • Goals • Needs • Values • Power • Type of Conflict • Substantive Issues • Alternatives

  7. How Do You Know What You Know? • What do you know? • Beliefs may be confused with Assumptions. • Critical thinking includes asking: “Why?”

  8. Fifteen-Step Plan • Practice critical thinking and empathy. • Study psychology, sociology, communication, and conflict. • Know yourself. • Know negotiation styles and temperaments. • Communicate effectively. • Acknowledge cultural and contextual differences and expectations. • Understand the dynamics of power. • Identify interests and goals before you negotiate. • Be assertive. • Be persuasive. • Be prepared and avoid common mistakes. • Use tactics that work for you and understand other tactics. • Know when to walk away. • Know how to evaluate your performance and improve.

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