Conflict to Collaboration
Strategy to Overcome Disagreements
Jeff Yacup
Recapping Last Week
Crucial Conversations: STATE
- Share your Facts
- Tell your Story
- Ask for others' Path
- Talk Tentatively
- Encourage Testing
Skills to Improve Listening
- Silence
- The Mixer
- Listening Positions
- RASA
What do we risk by not managing conflict, disagreements, difference of opinions, difference in what we value, etc.?
Title Text
Negotiation Exercise
Preparation (10 minutes)
- Become familiar with the payoff table
- What are your goals in each area? what are your alternatives?
- How do you plan to achieve your goal?
Negotiation Exercise (20-25 minutes)
Break
Assume this position
- Grab your partners arm
- if your partner's arm hits the table, then you earn a point.
- Earn as many points as possible in 10 seconds
Debrief Discussion
Preparing
If you fail to prepare, you will achieve less than the person who has a plan and strategy for handling the disagreement
BATNA
Or, Best Alternative To Negotiated Agreement. The single most important thing to be aware. Essentially, this is your best alternative to this situation if an agreement cannot be reached.
Resistance Points
Your limit to which you will handle until you walk away.
Target Points
What your goal is before engaging in the discussion.
Distributive: one party gains, the other party loses
Integrative: different values by each party
Compatible Issues: see the same on the issue
Developing a Plan
1. Define the goal
2. List the major issues related to achieving the goal
3. Define their relative importance of each issue, and define the bargaining mix.
4. Define the interests (why do you want these things?)
5. Define the BATNA (best alternatives to negotiated agreement)
6. Define your limits, including a resistance point
7. Describe your understanding of the other party’s goals, issues, and resistance points.
8. Set your targets and opening point.
9. Assess the social context
10. Outline how you will present the issues; what to say and how to say it.
