Integrative Negotiation

Reply1 Collapse  This week we are researching the interest-based approach to conflict and identifying concepts or principles for approaching a successful integrative negotiation. “Integration is an active search for information about facts and interests – motivated by a willingness to find mutually satisfactory agreements – and is usually necessary for creating high-quality settlements in conflicts” (Rognes, 2010). To be able to understand how to avoid win-lose outcomes or impasses, we need knowledge about factors that relate to and promote, integration. In order for that to happen, we need to understand that sometimes it can be explained by someone’s individual differences, their upbringing, and their group differences which can cause high-quality conflicts. I know for me, handling constructive conflicts has been a challenge. for me, sometimes when conflicts get really intense and it escalates, we may hurt each other in the process since there are so many emotions at the moment. Sometimes points aren’t being taken correctly and we get frustrated when that happens. I know when my partner and a conflict it is best to listen and to pay attention and also acknowledge their feelings as we are listening. Help them understand that we are paying attention and that they matter to us. If they didn’t matter then I don’t think you would care to pay attention to anything they had to say. reply2 Collapse  One approach that can be used to resolve conflict is the interest-based approach. The interest-based approach focuses on needs, wants, values, and goals and not on the individuals, thus enabling the persons to listen to each other’s point of view (Overton & Lowry, 2013). This approach outlines steps that can be taken to resolve the conflict by helping the parties involved in the conflict better understand each other’s position by behaving courteously and consensually. This approach can be applied to a situation in which there is a conflict between persons who have different needs.  In the case of a manager who needs to order a new machine for his department to run more efficiently, the manager is looking to order one and may not consider the cost of the machine. On the other hand, the person who is the purchasing manager may not be looking to make any new purchases as there is no money in the budget and may argue that the machine is not essential. This can pose a conflict. In this scenario, both parties have different needs and values. By applying this approach, both parties can listen to each other and be able to identify problems. For more information on Integrative Negotiation read this: https://en.wikipedia.org/wiki/Negotiation#Integrative_negotiation

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