Negotiation and Influencing Skills - Essay Example

Negotiation and Influencing Skills Please identify and describe the 5 conflict handling modes as set forth in the Thomas-Kilman Conflict Mode Instrument. In doing so, make sure to set forth under what circumstances each might be appropriately used and the potential ramifications of using them too often or too little. (25 points) In their book, Carrell and Heavrin affirm that Thomas-Kilman is a supreme individual, well known for an effective description of the five conflict handling modes. These include Avoiding, Competing, Accommodating, Compromising and Collaborating conflict resolution styles. The avoiding style is uncooperative and unassertive, which might take the form of rescheduling an issue until a better period or withdrawing from it. The main conflict is never resolved or addressed. This model may be appropriate when a manager encounters a trivial issue. He might use this style to postpone the decision until a better time or withdraw from it. The potential ramification of overusing this model is that the main conflict may never be solved or addressed. When used reasonably, it might be appropriate, especially when there is no likelihood of winning. The competing style (also referred to as the win-lose approach) is uncooperative, assertive, and power-oriented model. An individual pursues his concerns at the expense of the other person to win position. A manager utilizing this style seeks establishing outcomes that would enrich him at the expense of the parties involved. This mode may be appropriate when there is a need of decisive action and hasty answers such as during emergencies cases. It is applicable when confronting an unpopular action like cost cutting that demands crucial answers. When used too often, it may be unsuitable as one uses whatever means to defend his position without regarding other people’s feedback. Accommodating has a high degree of cooperativeness, and managers may use this style to achieve their intended goals while allowing individuals to achieve theirs. This resolution mode is significant for maintaining relations between the parties. The compromising style comprises cream on cooperativeness and assertiveness. This mode can be utilized when goals of both parties are worth consideration. However, it is not applicable when there is a conflict demanding a solving approach. Lastly, the collaborating style has high cooperativeness and assertiveness, often summarized as win-win scenario, and in this case, parties work towards accomplishing their desired goals and outcomes. This style is appropriate when there is a complex conflict and a high demand of having creative ideas of both parties. Nevertheless, this resolution style requires a lot of time in making the final decision. 2. What three (and only three) points of advice would you give to your best friend facing a negotiation? Or, stated differently, set forth how you would describe to your best friend the Getting To Yes model of negotiations knowing that he or she has not and will not read the book. In any event, be as specific as possible. (30 points) The Getting To Yes model of negotiations is applicable to collaborative negotiations established by William Ury and Roger Fisher. This model is helpful in negotiations as it detaches people from a conflict or a problem, separates positions from different interests, augments options for mutual gain, and looks for suitable standards. The first point to bear in mind is that the model is significant as it looks for multiple interests of others by asking various questions such as why in negotiation. Individual interest should go along with specific details and invite other parties to improve if they are not precise. The second point to keep in mind is that the model looks for appropriate standards by avoiding judgment. The criterion is based on fair procedures and standards without assumption and fixed policy. The third point: this mode enlarges creative problem solving as it evaluates possible options without evaluating personal ideas until there are several ideas with a similar stand. 3. Please compare and contrast distributive or competitive with integrative or interest-based bargaining (20 points) Negotiations can be grouped as a distributive or integrative approach, and both of them have got a significant contribution to the management practitioners as the conflict-resolving attribute. It is important to understand the differences between the two strategies and choose the most applicable one in a particular aspect. Distributive bargaining is also referred to as win-lose that involves allocating resources among negotiations. Every party aims at grabbing a bigger chunk of resources; thus, it creates the need for the negotiating team to comprehend well on the competitive position of other negotiators. This negotiation obligates acting defensively and reservedly. In contrast, integrative bargaining is a strategy that regards all parties to collaborate with one another in order to establish a win-win solution for mutual gains. This negotiation strategy is vital as it leads to satisfactory outcomes for the involved parties, contrasting to what occurs in distributive bargaining. The proposition tends to be gainful for the two parties. 4. Please consider the following proposition: Negotiations rarely have to be win-lose, but they are not always win-win. In fact, in many cases that determination is influenced by the perceptions and expectations of one or both parties. Therefore, skilled negotiators tailor their tactics to the type of negotiations, seeking both to create and claim value by crafting creative deals that bridge differences. Do you agree or disagree with this statement? Fully explain your opinion. (25 points) I disagree with this statement because win-lose bargaining is, arguably, the most familiar negotiating strategy undertaken. In this case, individuals choose what they want, each side takes its extreme position, and a compromise is reached on the winning party. A good instance is haggling over the price of a computer. One individual may go for it at $100, but the owner affirms that he would sell it for $150. After bargaining for a long period, the owner may give his limit at $120, and the buyer may finally agree on his choice. Both parties require assertiveness skills to haggle or barter effectively. Therefore, skilled negotiators tailor their tactics to the type of negotiations, seeking both to create and claim value by crafting creative deals that bridge similarities, and a compromise is made on the winning party. Works Cited Carrell, Michael R., and Christina Heavrin. Negotiating Essentials: Theory, Skills, and Practices. Upper Saddle River, NJ: Pearson/Prentice Hall, 2008. Print. Read More