February 2015
Intermediate to advanced
175 pages
4h 45m
English
Content preview from Advanced Negotiation Techniques
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CHAPTER 2
Strategies for Resolving Conflict
Of course, negotiation isn’t the only way to resolve conflict. There are five options that we can use to resolve conflict, as follows:
- Negotiation
- Dictating terms
- Surrendering
- Arbitration
- Problem solving
At the top of the list is negotiation—where we aim for a “win-win” mutual compromise. The second option is to dictate terms. Here we could state our position as “There’s our price; take it or leave it.” Terms could be dictated by the parties on either side of the table, whether they’re buying or selling. A buyer might say, “This is the price I want to pay; take it or leave it. If you don’t accept it, I’ll go somewhere else.” This approach has no element of compromise, and there is no mutuality, so ...
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