What is it?
A model to help practice for difficult situations that require skilled negotiation in order to prevent or resolve conflict. A 3 stage model for understanding the process of conflict management and developing assertiveness and negotiation skills
CONFLICT:
Conflict occurs when 2 parties want different things.
- Understand the differences: ideas, values, power, processes and outcomes
- Listen carefully to the other party to find out where they are coming from
- Show that you empathise with their point of view and expectations
ASSERTIVENESS:
Clearly, positively and realistically stating what you want.
- Prepare your own case and consider how the other party will approach things
- Present yourself carefully: appearance, posture, facial expression
- Know what you want and be prepared to state it clearly and positively
NEGOTIATION:
Movement between different interests
- Be clear in what you want and need. List in order of priority what you could give to the other party without much cost, and what you do not ant to give under any circumstance
- Negotiate. Acknowledge the wants of the other alongside your own. Find out what is behind the stated position through questions and discussion. Be flexible and offer alternatives.
- Aim for win-win, but accept that compromise can also be a successful outcome. Relationship and outcome are important in any negotiation
When to use it?
When looking to tackle difficult situations where assertiveness and negotiation skills are required
How to use it?
- Prepare the items required in the what is it section above
- Prepare your case
- Practice presenting it carefully – how will you articulate your need.
- List your priorities, what you can give, what you need, what you cannot give under any circumstances
- Rehearse this with a partner or a coach in a safe setting at home. Re-assess your lists and priorities and how you make your case and then practice again.
You can also do certain elements of this by yourself, especially presenting your case. However, its usually a good idea to at least get some inputs from another party about coherence and improvements to your argument.
Furthermore a role play can bring in new perspectives previously not thought about.