Chapter 8: Interpersonal Negotiation – Flashcards

- Settle a dispute by discussion and mutual agreement - Outcome can be: (1) problem resolution (2) partial resolution (3) impasse - An outcome of negotiation can be an improved relationship as long as the decisions reached are satisfactory - Topic-only negotiations may be short-term, satisfactory solutions for much more complex issues that will arise later - All the layer of conflict issues (TRIP concerns) matter, no matter what the form of conflict resolution is that is used - Overlapping of TRIP concerns - TRIP is always present - personal history plays a role, gender matters, power matters, and the history of the friendship, group, marriage, or work team matters - Negotiation occurs in conflict resolution when the parties recognize their interdependence, are willing to work on both incompatible and overlapping goals, have been able to establish enough power balance so people can "come to the table," and they can talk to each other in a problem-solving way - Can be competitive or integrative - Avoidance ------ ------- Domination - No purpose is served by negotiating with someone who has nothing to offer you - A negotiation is seen as a failure if one party wins and the other loses, a value that may not be shared by North American negotiators - Many cultures see North Americans as rude and aggressive for our insistence on trying to get what we want. Others see North Americans as naive for not bargaining - Each culture designates areas that are off limits to negotiation and areas in which negotiation is acceptable - For some of us negotiation in private relationships is fine, whereas for others of us it is off-limits or very uncomfortable - Negotiation presumes the following: (1) Participants engage in the conflict rather than avoiding (2) Parties resist using domination, or power-over tactics (3) Parties use persuasive communication tactics in a variety of styles (4) Parties have reached an active, problem-solving phase in which specific proposals are traded (H&W 247-252)

- Argumentation is one of the main communication skills needed to communicate - "Reason giving" - make claims and back them up - (1) You can disagree on content and be pleasant and courteous - maintaining the relationship component (2) You can offer forceful opinions about an issue, yet protect the face/identity of the other people involved (3) You can disagree strongly about content, and still follow the communication processes that are likely to preserve the relationship and solve the problem - In an argument: (1) state what you are claiming (2) present evidence for your claim (3) present reasons for your claim (4) summarize to show what you have established - Argumentum ad hominem - argument against the man (H&W 252-254)

- Amateur negotiators often adopt a win/lose view of negotiation (H&W 255)

- Rests on the assumption that what one person wins, the other loses - Competitive negotiators assume that the conflict is win/lose - Basic assumptions are: (1) The negotiating world is controlled be egocentric self-interest (2) The underlying motivation is competitive/antagonistic (3) Limited resources prevail (4) One can make independent choices: tomorrow's decision remains unaffected materially be today's (5) The resource distribution system is distributive in nature (either/or) (6) The goal is to win as much as you can (H&W 255-256)