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Outline Conflict Defined Conflict Resolution Approaches PURRR Procedure Responding to Conflict Handling Impasse Conflict as a Choice Point Identify Compatible Interests Handling Deception Gender Differences
= When the Discussion Gets Stalled or Heated Chapter Pe Conflict Defined Conflict Resolution Approaches PURRR Procedure Responding to Conflict Handling Impasse Conflict as a Choice Point Identify Compatible Interests Handling Deception Gender Differences Conflict Defined " To be in opposition = To be contradictory =" An open clash between two opposing groups =" Synonyms: ¢- Discord - Dispute - Struggle - Resist : ‘= Approaches Pp l " Conflict Resolution Fast-Slow Approach ¢ Negotiation parties rush to reach an agreement, may have ignored important constituencies and then the agreement faces extreme difficulties in the implementation phase =" Slow-Fast Approach ¢ Negotiations are conducted slowly to ensure that the final agreement is responsive to major constituents providing greater speed in implementation " Slow-Slow Approach ¢ Time Is taken to consider, select and apply solutions = Pause when formulating judgment = Understand what was meant by actions or words = Reflect on information and ask for additional information = Reinterpret by applying an alternate explanation =" Redirect conversation toward goals Responding to Conflict = " " Maintain even disposition Ask clarification questions Delay with process not contention = Seek advancement others later = = = = =" " = on less contentious issues and return to Reposition or frame in positive, mutual-gain terms Frame differences as natural Find common ground through value linking Emphasize what has been accomplished Encapsulate conflict issues Avoid petty issues Meet halfway Handling Impasse Take a break to develop strategies Define cost consequences if agreement is not reached Reconsider outcomes to be accomplished Lower your dependence on them and increase their dependence on you Break problem into smaller parts If impasse is on substance, focus on process — how to proceed from here If impasse is on process, try the shared text approach Keep power in your pocket (e.g attorney, credible reference) Keep the door open Conflict as a Choice Point = Explore whether conflict is a signal for a change = View the disagreement as a choice point and explore options for moving forward — what comes next? =" Utilize framing Identify Compatible Interests " Focus on commonality rather than differences = Try to find shared goal — leading to a cooperative strategy andling Deception " Levels of deception - Benign deception — used in the service of politeness in order to avoid offense - Strategic deception — planned deceptions whose purpose Is to achieve some advantage through the skillful management of information sharing ¢ Ulterior Motive deception — purpose Is to achieve some gain without divulging one’s intention Strategic Ulterior Motive Benign Deception Puffery in building one’s credibility Falsely implying a relationship with a competitor Giving impression of greater knowledge Creating impression that something Is of greater value Giving an impression of wealth or competence through appearance Disclosing “private” information Omitting or downplaying less attractive aspects of eats strategic Deception " Agreeing to something you may not be able to " Bluffing " Fogging or confusing an issue = Misrepresenting by omission =" Making additional small requests after an agreement has been made " Feigning the scarcity of an item Ulterior Motive Deception Lying Creating impression others will think poorly of them in order to gain compliance Threatening someone with power you don’t possess Switching sides on an issue to create confusion Suggesting you will provide something of value you don’t intend to deliver Offering false flattery Intimidating other side with false claims Making intentional misrepresentations Pretending to be angry, insulted or annoyed to induce cooperation =" Dysfunctional communication patterns may occur in male-female interactions = Identify dysfunctional patterns and seek to break pattern = Don't fall victim to stereotypes Gender Differences Dismissive — interrupting, talking over, ignoring {men engage more frequently than women} Exclusionary — leaving someone out of the meeting, discussion or social gathering Undermining — going behind the back of others or using insults to discredit arguments Retaliatory — used when other party feels threatened Patronizing — use a condescending tone {happens more to women} ... attorney, credible reference) Keep the door open Conflict as a Choice Point = Explore whether conflict is a signal for a change = View the disagreement as a choice point and explore options for... over, ignoring {men engage more frequently than women} Exclusionary — leaving someone out of the meeting, discussion or social gathering Undermining — going behind the back of others or using... after an agreement has been made " Feigning the scarcity of an item Ulterior Motive Deception Lying Creating impression others will think poorly of them in order to gain compliance Threatening someone