Advanced Negotiation Techniques

CHAPTER 2

Strategies for Resolving Conflict

Of course, negotiation isn’t the only way to resolve conflict. There are five options that we can use to resolve conflict, as follows:

• Negotiation
• Dictating terms
• Surrendering
• Arbitration
• Problem solving

At the top of the list is negotiation—where we aim for a “win-win” mutual compromise. The second option is to dictate terms. Here we could state our position as “There’s our price; take it or leave it.” Terms could be dictated by the parties on either side of the table, whether they’re buying or selling. A buyer might say, “This is the price I want to pay; take it or leave it. If you don’t accept it, I’ll go somewhere else.” This approach has no element of compromise, and there is no mutuality, so ...