Conflict negotiation styles

MAR6446
Negotiations

Negotiation Style Assignment
By: Kataysa Hernandez

1. Define the negotiation style(s) that the survey determined fit you best. What are the
key characteristics for this style?

After taking both assessments, I concluded that according to the Conflict Style
Questionnaire, I have a collaborating and accommodating negotiation style, and as per the
Conflict Management Style survey my dominant style is accommodating teddy bear, and my
backup style is Collaborating Owl. According to the information I gathered about these
negotiation styles, they are mainly characterized by being non-confrontational styles where
issues are approached creatively by exploring the interests of all the parties, working so that the
agreement reached strengthens relationships for the future. For its part, an Accommodating
Negotiation, is one in which the negotiator shows submissive behavior to develop the
relationship with the counterpart, considering that the results will not always be the best. On
the other hand, a Collaborative Negotiation style is centered on generating solutions based on
the interests of both parties to reach a situation where everyone wins.

2. Do you agree with this assessment? Why or why not? Give an example of a situation in
which you used that negotiating style.

For my part, I agree with my results since personally in my daily life, I manage myself in a
way in which I try to avoid any kind of conflict in every way. When a problem arises, I try to run
away from it, if I can’t I try to reach a midpoint to a point I sometimes sacrifice my own needs
and wishes to solve any situation that might be happening. I believe that reaching a point of
agreement during conflict where both parties can obtain a benefit is the best way to deal with
these types of situations. However, sometimes my distress intolerance makes me adapt and
take whatever the other party offers me to avoid conflict. Personally, I’ve been negotiating with
my parents my whole life, reaching agreements in times of puberty and adolescence is hard for
both parents and kids. Negotiating with them required them to be willing to listen and
understand my feelings, which rarely happened. I remember when I was 15 I asked for a big
quinceanera party, my parents didn’t agree to throwing a party because at the moment, we
were short on money, however, I explained how having a party would made me feel, all my
friends had parties before me and back home is a big tradition. It took me months to make
them understand it was possible reaching a middle ground by throwing a small gathering with

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friends and family without spending that much money. They agreed to my proposition as long
as I did well in school that semester. The party was a success, I had fun and had the best grades
that year.

3. How satisfied were you with the negotiation process and result?

It was very frustrating at first, in my opinion, negotiating is an art. Is not easy. You need order
and patience and, above all, willingness to agree on a solution to the conflict. Reaching an
agreement where there are no winners or losers, where both parties win and lose something is
an exercise in tolerance and coexistence. However, having that party was so satisfying and It
taught me that negotiating with my parents was the most effective way for them to get me
involved in disciplinary matters.

4. Is there anything you would like to improve about your negotiating style or skills?

I believe good negotiators are characterized by being able to take advantage of the resources
they have in an efficient way to be able to influence the other party and in this way achieve the
objective they were looking for with that negotiation: to obtain their greatest benefit. Taking
into account everything I’ve learned in class so far; I think preparing for future negotiations will
allow me to take advantage of agreements that benefit me and all parties. Also, identifying
those skills makes me a good negotiator, recognizing my strengths could strengthen my self-
esteem and give me greater confidence when starting the conversation. I hate speaking publicly
and I know it is normal to feel nervous, however, experience and preparation will allow me to
improve my communication skills and would help me reach an agreement in any aspect of life.

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What’s Your Conflict Management Style?

Instructions: Each statement below provides a possible strategy for dealing with a conflict. Give each
a numerical value. Don’t answer as you think you should, answer as you actually behave.

( 1=Always, 2=Very often, 3=Sometimes, 4= Not very often, 5= Rarely, if ever.)


____ a. I argue my case with peers, colleagues, coworkers to demonstrate the merits of my position.

____ b. I try to reach compromises through negotiation.

____ c. I attempt to meet the expectation of others.

____ d. I seek to investigate issues with others in order to find solutions that are mutually acceptable.

____ e. I am firm in resolve when it comes to defending my side of the issue.

____ f. I try to avoid being singled out, keeping conflict with others to myself.

____ g. I uphold my solutions to problems.

____ h. I compromise in order to reach solutions.

____ i. I trade important information with others so that problems can be solved together.

____ j. I avoid discussing my differences with others.

____ k. I try to accommodate the wishes of my peers and colleagues.

____ l. I seek to bring everyone’s concerns out into the open in order to resolve disputes in the best
possible way.

____ m. I put forward middle positions in efforts to break deadlocks.

____ n. I accept the recommendations of colleagues, peers, and coworkers.

____ o. I avoid hard feelings by keeping my disagreements with others to myself.

Scoring: Now, record the number you placed next to each statement in the appropriate box below.
Calculate the total under each category.

Style Total

Competing/Forcing Shark a. _____ e._____ g. _____ ______

Collaborating Owl d. _____ i. _____ l. _____ ______

Avoiding Turtle f. _____ j. _____ o. _____ ______

Accommodating Teddy Bear c._____ k. _____ n. _____ ______

Compromising Fox b. _____ h. _____ m. _____ ______

Results: My dominant style is ____________________(Your LOWEST score)

and my back-up style is___________________________ (Your second Lowest score)

Conflict Management Styles

The Competing Shark

Sharks use a forcing or competing conflict management style

Sharks are highly goal-oriented
Relationships take on a lower priority
Sharks do not hesitate to use aggressive behavior to resolve conflicts
Sharks can be autocratic, authoritative, and uncooperative; threatening and intimidating
Sharks have a need to win; therefore others must lose, creating win-lose situations
Advantage: If the shark’s decision is correct, a better decision without compromise can result
Disadvantage: May breed hostility and resentment toward the person using it
Appropriate times to use a Shark style

o when conflict involves personal differences that are difficult to change
o when fostering intimate or supportive relationships is not critical
o when others are likely to take advantage of noncompetitive behavior
o when conflict resolution is urgent; when decision is vital in crisis
o when unpopular decisions need to be implemented

The Avoiding Turtle

Turtles adopt an avoiding or withdrawing conflict management style
Turtles would rather hide and ignore conflict than resolve it; this leads them uncooperative and

unassertive
Turtles tend to give up personal goals and display passive behavior creating lose-lose situations
Advantage: may help to maintain relationships that would be hurt by conflict resolution
Disadvantage: Conflicts remain unresolved, overuse of the style leads to others walking over them
Appropriate times to use a Turtle Style:

o when the stakes are not high or issue is trivial
o when confrontation will hurt a working relationship
o when there is little chance of satisfying your wants
o when disruption outweighs benefit of conflict resolution
o when gathering information is more important than an immediate decision
o when others can more effectively resolve the conflict
o when time constraints demand a delay

The Accommodating Teddy Bear

Teddy bears use a smoothing or accommodating conflict management style with emphasis on
human relationships

Teddy bears ignore their own goals and resolve conflict by giving into others; unassertive and
cooperative creating a win-lose (bear is loser) situation

Advantage: Accommodating maintains relationships
Disadvantage: Giving in may not be productive, bear may be taken advantage of
Appropriate times to use a Teddy Bear Style

o when maintaining the relationship outweighs other considerations
o when suggestions/changes are not important to the accommodator
o when minimizing losses in situations where outmatched or losing
o when time is limited or when harmony and stability are valued

The Compromising Fox

Foxes use a compromising conflict management style; concern is for goals and relationships
Foxes are willing to sacrifice some of their goals while persuading others to give up part of theirs
Compromise is assertive and cooperative-result is either win-lose or lose-lose
Advantage: relationships are maintained and conflicts are removed
Disadvantage: compromise may create less than ideal outcome and game playing can result
Appropriate times to use a Fox Style

o when important/complex issues leave no clear or simple solutions
o when all parties are equal in power and have strong interests in different solutions
o when their are no time restraints

The Collaborating Owl

Owls use collaborating or problem solving conflict management style valuing their goals and
relationships

Owls view conflicts as problems to be solved finding solutions agreeable to all sides (win-win)
Advantage: both sides get what they want and negative feelings eliminated
Disadvantage: takes a great deal of time and effort
Appropriate times to use an Owl Style

o when maintaining relationships is important
o when time is not a concern
o when peer conflict is involved
o when trying to gain commitment through consensus building
o when learning and trying to merge differing perspectives

Source: Mastering Human Relations, 3rd Ed. by A. Falikowski 2002 Pearson Education.

http://pearsoned.ca/highered/index.html

CONFLICT STYLE QUESTIONNAIRE

For each item, select the statement that BEST represents how you would respond in that

situation. What statement is MOST characteristic of your own behavior? If neither A nor B is

typical, please select the response that you would be more LIKELY to use.

1. A. There are times when I let others take responsibility for solving the problem.
B. Rather than negotiate the things on which we disagree, I try to stress those things on

which we both agree.

2. A. I try to find a compromise solution.

B. I attempt to deal with all of his/her and my own concerns.

3. A. I am usually firm in pursuing my own goals.
B. I might try to soothe the other’s feelings and preserve our relationship.

4. A. I try to find a compromise solution.
B. I sometimes sacrifice my own wishes for the wishes of the other person.

5. A. I consistently seek the other’s help in working out a solution.
B. I try to do what is necessary to avoid useless tensions.

6. A. I try to avoid creating unpleasantness for myself.
B. I try to win my position.

7. A. I try to postpone the issue until I have had some time to think it over.
B. I give up some points in exchange for others.

8. A. I am usually firm in pursuing my goals.
B. I attempt to get all concerns and issues immediately out in the open.

9. A. I feel that differences are not always worth worrying about.
B. I make some effort to get my way.

10. A. I am firm in pursuing my own goals.
B. I try to find a compromise solution.

11. A. I attempt to get all concerns and issues immediately out in the open.
B. I might try to soothe the other’s feelings and preserve our relationship.

12. A. I sometimes avoid taking positions which would create controversy.
B. I let the other person have some positions if s/he lets me have some of mine.

13. A. I propose a middle ground.
B. I press to get my points made.

14. A. I tell the other person my ideas and ask for his/hers.
B. I try to show the other person the logic and benefits of my position.

15. A. I might try to soothe the other’s feelings and preserve our relationship.
B. I try to do what is necessary to avoid tensions.

16. A. I try not to hurt the other person’s feelings.
B. I try to convince the other person of the merits of my position.

17. A. I am usually firm in pursuing my goals.
B. I try to do what is necessary to avoid useless tensions.

18. A. If it makes other people happy, I might let them maintain their views.
B. I will let other people have some of their positions if they let me have some of mine.

19. A. I attempt to get all concerns and issues immediately out in the open.
B. I try to postpone the issue until I have had some time to think it over.

20. A. I attempt to immediately work through our differences.
B. I try to find a fair combination of gains and losses for both of us.

21. A. In approaching negotiations, I try to be considerate of the other person’s wishes.
B. I always lead toward a direct discussion of the problem.

22. A. I try to find a position that is intermediate between our two.
B. I assert my wishes.

23. A. I am very often concerned with satisfying all our wishes.
B. There are times when I let others take responsibility for solving the problem.

24. A. I f the other’s position seems very important to him/her, I would try to meet his or her
wishes.

B. I try to get the other person to settle for a compromise.

25. A. I try to show the other person the logic and benefits of my position.
B. In approaching negotiations, I try to be considerate of the other person’s wishes.

26. A. I propose a middle ground.
B. I am nearly always concerned with satisfying all our wishes.

27. A. I sometimes avoid taking positions that would create controversy.
B. If it makes other people happy, I might let them maintain their views.

28. A. I am usually firm in pursuing my goals.
B. I usually seek the other’s help in working out a solution.

29. A. I propose a middle ground.
B. I feel that differences are not always worth worrying about.

30. A. I try not to hurt the other’s feelings.
B. I always share the problem with the other person so that we can work it out.