While value claiming is an important component of negotiation, a single-minded competitive orientation sacrifices value in the long run and perpetuates conflict. Rather than recognizing the value of ensuring that each party walks away satisfied, disputants focus narrowly on claiming as much as they can for themselves. When adopting a competing style, people view interpersonal conflict resolution as win-lose games. ![]() ![]() Based on people’s responses to pairs of statements, the instrument categorizes respondents into five different conflict styles: Kilmann introduced a questionnaire, the Thomas-Kilmann Conflict Mode Instrument, designed to measure people’s conflict styles. Negotiation and conflict-management research reveals how our differing conflict-management styles mesh with best practices in conflict resolution. ![]() People approach conflict differently, depending on their innate tendencies, their life experiences, and the demands of the moment.
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