8/12/2019 Movies Summary and BATNA HANDOUT

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Movies summary:

Styles of leadership:

4 styles of leadership

1. TELL2. SELL3. CONSULT4. JOIN

Conflict Management Movie

Conflict is when two or more values, perspectives and opinions are contradictory in nature and

haven't been aligned or agreed

There is no one best way to deal with conflict. It depends on the current situation. Here are the major

ways that people use to deal with conflict.

1. Avoid it. Pretend it is not there or ignore it.a. Use it when it simply is not worth the effort to argue. Usually this approach tends

to worsen the conflict over time.

2. Accommodate it.Give in to others, sometimes to the extent that you compromiseyourself.

a. Use this approach very sparingly and infrequently, for example, in situations

when you know that you will have another more useful approach in the verynear future. Usually this approach tends to worsen the conflict over time, and

causes conflicts within you.

3. Competing. Work to get your way, rather than clarifying and addressing the issue.Competitors love accommodators.

a. Use when you have a very strong conviction about your position.

4. Compromising. Mutual: give -and- take.a. Use when the goal is to get past the issue and move on.

5. Collaborating.Focus on working together.a. Use when the goal is to meet as many current needs as possible by using mutual

resources. This approach sometimes raises new mutual needs.

b. Use when the goal is to cultivate ownership and commitment.

8/12/2019 Movies Summary and BATNA HANDOUT

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NEGOTIATION MOVIE:

4 PHASES OF NEGOTIATING:

1. PREPARE:Assess your and the other Partys Position

2. DISCUSS:State your opening position and ask the other party to state his opening position.

3. PROPOSE:Make tentative offers based on if and then. Then narrow down the difference.

4. BARGAIN:Make firm but conditional offers, always using if and then

BATNA HAND OUT (which have been discussed in class)

The Technique of winning Agreement

(Through BATNA -- best alternative through negotiated agreement)

1. Arguing over position-Drawbacks

1.1 Produce UNWISE positions- drawback

1.2 INEFFICIENT- Takes long time

1.3 ENDANGERS ongoing RELATIONSHIPS.

1.4 When MORE PARTIES - even worse

1.5 BEING nice is no answer

2. Principled Negotiation- Essentials

(BATNA best alternative through negotiated agreement)

2.1 People separated from problem

2.2 Focus on Interests not Problem

2.3 Several Options generated

2.4 Agreement based on Objective Criteria

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3. Criteria of good agreement

3.1 Meets INTEREST of parties

3.2 RESOLVES conflict

3.3 DURABLE.

3.4 Serves COMMUNITY interest