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Dispute Resolution Continuum

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Presentation on theme: "Dispute Resolution Continuum"— Presentation transcript:

1 Dispute Resolution Continuum

2 What is Negotiation? Negotiation is a problem-solving process in which two or more people voluntarily discuss their differences and attempt to reach a joint decision on their common concerns. It is one of the most common approaches used to make decisions and manage disputes.

3 Interests vs. Positions

4 Positions ideal solution pre-formed solution an opening demand

5 Positional Negotiations
lose/lose outcomes...

6 Positional Negotiation
objective is to “win” - to “defeat” your opponent parties perceive themselves as adversaries parties are suspicious about each other’s motives parties seldom listen to what’s important from the opposing party’s perspective

7 Positional Negotiations
win/lose outcomes...

8 Interests Interests are the needs, hopes, fears, concerns and desires that underlie a position

9 Interest Negotiation work together to solve the problem
proceed on the basis of common interests accommodate and collaborate rather than compete and compromise

10 Interest Based Negotiations
Rather than dividing the pie, Parties work together to build a bigger pie

11 Positional Negotiation Strategy
play cards close to your chest demand more than you expect to receive measure success by what you gain and the other party loses never ask questions you don’t know the answer to

12 Interest Based Negotiation Strategy
identify their needs, hopes, fears concerns and desires parties identify their interests and look for common interests as a basis to begin building agreement parties work together to build an agreement that accommodates their collective interests

13 Communication Skills

14 Communication Skills Active Listening Open Questions Paraphrasing
Acknowledging Reframing Summarizing

15 Communication Skills Probing Questions...

16 Active Listening be attentive concentrate acknowledge probe clarify
paraphrase to ensure understanding

17 Communication Skills Inactive Listening...

18 Open Questions Who What Where When If, ....., then... [Why]

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