CSBM Understanding school business management resource: Conflict resolution
Dr. Robert A. Milligan
Department of Applied Economics and Management
Our traditional paradigm of negotiating focuses on “winning” and,consequently is typically win-lose‘Mutual gains negotiating’is an attempt to get people to synthesize aims rather than enter into win-lose competitiveness.The differences between traditional and mutual gains negotiation are dramatic and have grave implications for the outcome of negotiations and,perhaps more important,for future negotiations between the parties.Table 1 summarizes these differences.Fisher and Ury (1992) is an especially useful resource.
The philosophy underlying mutual gains negotiating has the following characteristics:
-People are free to choose: they help or hinder,they co-operate to mutual benefit or to manipulate to personal advantage.
-Organisational survival and growth are facilitated by co-operation.Seeking the ideas of others can lead to better solutions and greater enthusiasm for the job at hand.
-Mutual gains negotiating is an attempt to get people to synthesize aims rather than enter into win-lose competitiveness.
-Parties in a negotiation need to recognise and clarify interests and attempt to see that each party attains at least part of what they want.
-Specific ways of behaving create particular effects;and the surest way of changing any human situation is to change the way you,yourself behave.
-Mutual gains employs no trick or posturing.