Description
There are many advantages to trying to shift a win/lose situation to a win/win. At times we may be in situations where the other person either doesn’t wish to reach a “win-win” or doesn’t realize it is in his or her best interest to achieve a collaborative solution. In these situations it is necessary for us to open lines of communication, and try to increase trust and cooperativeness.
Sometimes conflicts escalate, the atmosphere becomes charged with anger, frustration, resentment, mistrust, hostility, and a sense of futility. Communication channels close down or are used to criticize and blame the other. We focus on our next assault. The original issues become blurred and ill-defined and new issues are added as the conflict becomes personalized. Even if one side is willing to make concessions often hostility prevents agreements. In such a conflict, perceived differences become magnified, each side gets locked into their initial positions and each side resorts to lies, threats, distortions, and other attempts to force the other party to comply with demands.
Think back to past negotiations that you have had. Is there ways that you were able to or could have reframed what seemed like a “win-lose” situation into a “win-win”? In other words, what advice would you have on how to change what seems like a “win-lose” situation to a “win-win”. Also, what would you do if the other person doesn’t cooperate with your approach?
You may find this text helpful; Managing organizational behavior: what managers know & do
Chapter 11: Conflict & Negotiation
