Review the article, "Address the concern, not the emotion." Note the emotions that arise from each concern.
Review the article, "DRT Interview: Roger Fisher and Daniel Shapiro on Negotiating," paying particular attention to the role of emotion in negotiation.
Consider the approaches of negotiation and the core concerns that may contribute to positive negotiation outcomes.
Think of an intergroup conflict with which you are familiar.
Consider how you might use a negotiation approach to apply one or more dimensions of negotiation to facilitate the parties to move beyond their positions.
Reflect on how core emotional concerns could be taken into account to help resolve the conflict that you have selected. With these thoughts in mind: Post by Day 4 a brief description of the conflict that you selected. Then describe one of the negotiation approaches, and explain how and why you might use it to resolve the conflict. Briefly describe any core emotional concerns that you think would need to be taken into account and explain how and why addressing them might help to resolve the conflict.
Distributive Negotiation focuses on acquiring the most value from what is available (Mayer, 2012). This style of negotiation becomes important when disputes between two parties cannot be solved in another manner. Meaning conflicts become resistant to resolution when the stakes are high for both sides. For example, budgets within a government agency need to be cut by 30%, putting the
References: Fisher, R., Ury, W., & Patton, D., (1981). Getting to yes: negotiating agreement without giving in. Retrieved October 27, 2012 from: http://www.colorado.edu/conflict/peace/example/fish7513.htm Gregory, J. E., (2008). Strategy and tactics of distributive bargaining. Retrieved October 27, 2012 from: http://highered.mcgraw-hill.com/sites/dl/free/0070979960/894027/lew79960_chapter02.pdf Mayer, B., (2012). The dynamics of conflict resolution. A practitioner’s guide (2nd ed.). San Francisco, CA: Jossey-Bass Inc.