© 2020 TPO – The HR Experts. All rights reserved. www.tpohr.com Presented by: Dennis Hungridge, M.A., SHRM-SCP TPO Consultant/Training & Development Specialist [email protected] But You CAN Get What You Need! YOU CAN’T ALWAYS GET WHAT YOU WANT
©2020 TPO – The HR Experts. All rights reserved. www.tpohr.com
Presented by:
Dennis Hungridge, M.A., SHRM-SCPTPO Consultant/Training & Development [email protected]
But You CAN Get What You Need!
YOU CAN’T ALWAYS GET WHAT YOU WANT
©2020 TPO – The HR Experts. All rights reserved. www.tpohr.com
• Understand Conflict and Negotiation as forms of communication and human interaction - and identify your attitude toward each.
• Identify 3 Actions/Behaviors to Reduce Conflict and move toward a negotiated resolution.
• Define Negotiation – What It Isn’t• Understand the difference between ‘positions’ and
‘interests’ • Identify your preferred approach to negotiation
(4 Major Approaches)
Outcomes for Today
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Please take the next 45 seconds and write down the first things that come to your mind for:
• CONFLICT• NEGOTIATION
Let’s Start with US
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Let’s Be ClearAbout Conflict
CONFLICT – incompatibility of thoughts, emotions and/or actions within or between individuals where there is a REAL or PERCEIVED interdependence.
• Constructive
• Destructive
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Let’s Be ClearAbout Negotiation
NEGOTIATION – The process of interacting with the goal of obtaining an agreement or the result you desire. It is not a game.
• Art and Science
• Complex and Interdisciplinary
• Few Universally Applicable Rules – “more like guidelines”
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Let’s Be ClearAbout Negotiation
Please Complete the Personal Conflict
Assessment
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Approaches to Resolving Conflict
• TRADITIONAL – “Conflict is BAD – Avoid at all costs”– Avoidance Approach
• HUMAN RELATIONS SCHOOL – “Conflict can be a tool for uncovering views and ideas leading to creativity”– Constructive vs. Destructive Conflict– Resolving Approach
• INTERACTIONIST – “Conflict is inevitable and managing a certain level of it can be helpful”– Diagnose – Postpone – Manage
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NegotiationIt’s NOT a GameGet a GRIP – Identify Your Goals and Interests
Gain Aspirations: What tangible outcome are you looking for?
Relationship Goals: Is this a long or short-term relationship? Do you care about the other person?
Individual Goals: Who am I in this conflict? Ego – Self-Esteem – Self-image
Process Goals: How do you want this to proceed?Constructive/destructive or integrative/distributive?
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Four Negotiating TemperamentsThe Harmonizer (Pacifier)
• Big picture • Disdain for details • Looking for the broad perspective • Usually persuasive • Struggles with deadlines
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Four Negotiating Temperaments
The Controller (Bull) • Has a plan and is impatient for decisions and
resolution • Often convinced of his/her ‘rightness’
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Four Negotiating Temperaments
The Pragmatist (Street Fighter)• Focus on details • Approaches problem sequentially • Struggles to accept alternatives or
concessions
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Four Negotiating TemperamentsThe Action-Seeker (High Roller)
• Seeks details• Approaches problems sequentially• Likely to take things literally• Excitable
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OK, So Now What Do I Do?
1. TAKE ACTION• Problems never solve themselves • All conflicts are part of a system • Systems continue to produce their results
unless changed
2. COMMUNICATE ASSERTIVELY • Describe the problem• Use “I” statements • Give yourself permission to be in the
conversation
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OK, So Now What Do I Do?
3. RECOGNIZE POWER IN THE CONFLICT • Personal Power (your strongest tool)• Reward Power• Position Power• Expertise Power
NOTE: If someone has the power to hurt you (psychologically or physically). DO NOT NEGOTIATE. ASK FOR HELP.
4. CHECK YOUR ASSUMPTIONS• “Everyone’s life walks into the room”, and • “There is no such thing as common sense”
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Finally, at the End of the Day You Can…
1. COMMUNICATE ASSERTIVELY • Describe the problem • Use “I” statements • Give yourself permission to be in the conversation
2. ACCOMMODATE THE CONFLICT • Perhaps you can adjust your thinking, expectations
or behaviors. • Again, be prepared for any feelings of
dissatisfaction, unfairness, etc.
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Finally, at the End of the Day You Can…
3. RESOLVE THE CONFLICT • Obviously, the preferred approach from this
workshop • Improved self-esteem and confidence
4. MOVE ON • It may be time to look for another job, relationship,
roommate, or …..
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Q & A
©2020 TPO – The HR Experts. All rights reserved. www.tpohr.com
Presented by:Dennis Hungridge, M.A., SHRM-SCP
TPO Consultant/Training & Development [email protected]
But you CANGet What You Need!
YOU CAN’T ALWAYS GET WHAT YOU WANT
For TPO’s Training Calendar go to: www.tpohr.com