Question

4 - entering negotiations

learning objective: analyze negotiation strategies to determine the need for, and approach to, negotiations.

keahnna is supervising two teams that are in conflict over a new project deadline. keahnna is now considering using negotiation to resolve the conflict.

what is the most important thing that she should do before starting to negotiate?

a.) develop a list of possible solutions.
b.) decide which team is right and which team is wrong.
c.) identify the interests of both teams.
d.) set a deadline for reaching an agreement.

Explanation:

Analyze the negotiation scenario

Using the Conflict Resolution Styles and Win-Win Negotiation knowledge points, we evaluate Keahnna's role as a mediator preparing to resolve a conflict between two teams. Effective negotiation, especially when aiming for a collaborative, integrative, or win-win outcome, requires understanding the underlying needs of both parties rather than just their surface-level demands (positions).

Evaluate the preparation phase

Before entering a negotiation, the most critical step is preparation. This involves identifying what each party truly wants and why they want it.

• Identifying the underlying interests of both teams allows the negotiator to find common ground and create mutually beneficial solutions.
• Developing solutions (option a) or setting deadlines (option d) are premature before understanding these core interests.
• Deciding who is right or wrong (option b) fosters a win-lose dynamic, which is counterproductive to collaborative conflict resolution.

Answer:

• a.) Develop a list of possible solutions.
• b.) Decide which team is right and which team is wrong.
• c.) Identify the interests of both teams. (Correct answer)
• d.) Set a deadline for reaching an agreement.