Negotiation and Conflicts
Integration of defusing technique – This entails agreeing with the other party without compromising individual basic principles. Diffusing technique is effective considering the existence of differences amongst individuals. This will aid in establishing calmness between the parties thus establishing a strong base for conflict resolution (Barker & Angelopulo, 2005).
Empathy – This entails similarly perceiving the conflict as the other party. This is an important action since it instills confidence in the other party that he or she is being listened to. The resultant effect is that feedback in communication during negotiation is enhanced.
Exploration – This involves asking probing questions regarding the other party’s perception of the issue under conflict. Exploration also entails ensuring the other party talks their mind out (Donna, 2010).
Stroking – This action entails showing a positive attitude to the other party for example by talking positive things regarding the person (Donna, 2010).
Sources of power
Coercive power – This relates to an individual’s ability to administer punishment to another individual through various means such as dismissal, removal of privileges, reprimanding, or demoting an individual from his or her current position within an organization. This source of power is important in conflict resolution since the parties involved will be afraid of the possible consequences (Donna, 2010).
Legitimate power – This refers to the power which is bestowed upon an individual by the authority. This power gives the individual a legitimate right to give certain directions. In conflict resolution, legitimate power is effective since the parties involved are obliged o adhere to the directions issued. However, both coercive and legitimate power may not be effective in conflict resolution through negotiation. This arises from the fact that the parties involved may not be willing to open up.
Information power – This entails an individual’s capacity to access vital information which can enhance the process of negotiation. Information power is effective in conflict resolution. This arises from the fact that the effectiveness of conflict resolution is dependent on the facts available. However, information power may not be effective if the information obtained is biased. This may culminate in a poor resolution to the conflict.
Referent power – This power arises from an individual’s ability to command power due to his or her traits. In conflict resolution, this source of power is effective since both the parties involved have confidence in the individual being the mediator. However, this source of power may not be effective since it is not all the individuals involved who may the individual’s reconciliatory efforts.
In conflict resolution, legitimate and coercive power sources are the most effective because they have the capacity for rewarding.
Negotiation ethical guidelines
Ethics is an important consideration in the success of a firm. This arises from the fact that it can enable a firm to entrench its values to its business partners. The negotiating team will consider the following ethical guidelines:
- Talking about the benefits that Wal-Mart will achieve by accepting to carry the firm’s products. More emphasis should be paid to the business’ partner’s benefits rather than the firm’s needs and desires.
- Listening to the other party’s argument rather than demonstrating the firm’s ego. This can be achieved by listening and evaluating their perspective.
- Individual values should be eliminated during the negotiation. The team should be focused on the firm’s interests.
These guidelines will be effective in ensuring that the process succeeds hence increasing the firm’s ability to attain a high competitive advantage.
Barker, R. & Angelopulo, G. (2005). Integrated organizational communication. New York: Juta Company.
Donna, B. (2010). Interpersonal conflict and effective communication. Web.