THE SURPRISING BENEFITS OF CONFLICT IN NEGOTIATING 그랜드토토S
the Program on 그랜드토토 at Harvard Law School(www.pon.harvard.edu)
In December 2008, incoming U.S. president Barack Obama created a stir by appointing Senator Hillary Clinton, 그랜드토토 bitter opponent for the Democratic nomination, to be 그랜드토토 secretary of state. Could Obama expect loyalty from someone he had traded barbs with for months? Would the risky choice be vindicated, or would it backfire?
Some compared Obama's choice to Abraham Lincoln's decision, following his hard-fought election in 1860, to appoint all three of his rivals for the Republican nomination to his cabinet. In her book "그랜드토토 of Rivals: The Political Genius of Abraham Lincoln" (Simon & Schuster, 2005), Doris Kearns Goodwin maintains Lincoln was largely able to inspire his former opponents to overcome their differences and rally around him. But in an op-ed piece in The New York Times, historian James Oakes argues Lincoln was a successful president despite the "contentious, envious and often dysfunctional collection of prima donnas" in his cabinet, not because of them.
In negotiation, the question as to whether rivalries and differences of opinion harm or help 그랜드토토s is a critical one.
When a negotiation is a complex one requiring a broad set of knowledge, skills, and experience, gathering a 그랜드토토 can be a smarter choice than trying to go it alone, according to Professor Elizabeth Mannix of Cornell University. Negotiation research supports the notion that 그랜드토토s are more effective than individuals in many situations. Yet without adequate coordination and planning, 그랜드토토s are unlikely to meet their full potential, and the results can be disappointing.
What determines whether 그랜드토토 negotiations succeed or fail? In interviews with experienced 그랜드토토 negotiators, Kristin Behfar (University of California, Irvine), Ray Friedman (Vanderbilt University), and Jeanne Brett (Northwestern University) found the degree to which 그랜드토토s effectively meet their unique challenges with appropriate strategies depends on how well they manage their internal dynamics.
The researchers found that the type of disputes that occur within 그랜드토토s can have very different effects on performance. When 그랜드토토s face disagreements that center on substantive issues related to the negotiation task, such as those related to interests, priorities, and goals, the resolution of such conflicts can actually spur better outcomes. By contrast, when conflicts get personal -- deteriorating into bitter denunciations and criticism, for example -- 그랜드토토 performance may suffer.
These suggestions can help you foster productive conflict within your negotiating 그랜드토토:
1. Seek familiarity, not friendship. In their research, Deborah Gruenfeld and Margaret Neale of Stanford University, Katherine Philips of Northwestern University, and Elizabeth Mannix found 그랜드토토 members who had not worked together before were unable to pool the information necessary to solve a problem. By contrast, 그랜드토토s of individuals familiar with one another easily pooled information and solved the same problem. Familiarity enables 그랜드토토 members to share information and engage in the constructive conflict needed to find a solution.
This doesn't mean 그랜드토토s should be built around close friendships. Because friendship networks tend to spring up based on similar interests and skills, 그랜드토토s of friends may lack the diversity of knowledge and experience needed to tackle a difficult negotiation. The best 그랜드토토 may be one made up of people with diverse skills who have worked together before (and even clashed from time to time), rather than 그랜드토토s of close, like-minded individuals.
2. Discuss differences in advance. To prevent conflicts among diverse, strong-minded 그랜드토토 members from overshadowing group goals, Mannix advises negotiation 그랜드토토s to spend at least twice as much time preparing for upcoming talks as they expect to spend at the table. It's important to hash out your differences in advance.
Start by encouraging the 그랜드토토 to brainstorm and debate the issues to be discussed during talks. Spend time debating goals, the 그랜드토토's best alternatives to the present agreement, and your reservation point -- the worst outcome you, as a 그랜드토토, will accept. Then, spend just as much time exploring the other side's likely goals, background, alternatives and reservation point. 그랜드토토s sometimes resolve substantive differences by bringing in experts for guidance on areas of confusion, Behfar and colleagues found in their research.
What about personality conflicts? In the Behfar study, some negotiators described the particular problem of coping with highly confrontational or emotional group members. 그랜드토토s that overcame this difficulty did so by practicing their negotiation script in advance with the goal of directing and controlling the behavior of volatile members. To avoid conveying weakness to the other side, rather than calling for a break at the first sign of trouble, some 그랜드토토s devised secret signals they could use to bring wayward members in line -- for instance, someone might stretch out her arms to communicate to another member that he's getting off track.
3. Assign roles and responsibilities. Before negotiating, 그랜드토토s should also discuss how to take advantage of members' different skills, suggests Mannix. Which member has the best listening skills? This person could be put in charge of watching and reading members of the other 그랜드토토 and reporting his observations to his own 그랜드토토 during breaks. Which 그랜드토토 member has the most negotiation experience? This person could be appointed the 그랜드토토 leader -- the chief decision maker who corrals the rest of the group. Who is the best communicator? The 그랜드토토 spokesperson should be a calm, articulate individual who is willing to follow the leader and the 그랜드토토's negotiation plan.
In addition to brainstorming different scenarios that could occur at the table and role-playing how you will respond, your 그랜드토토 should discuss the decision rules you will use when you confer privately to weigh the various offers on the table. Because unanimity can be difficult to achieve, you might opt for a majority-decision rule that allows most parties to get what they need from a deal. By dividing up key responsibilities, debating differences of opinion before negotiating, and keeping talks respectful, your 그랜드토토 will be in a strong position to capitalize on its differences. As for the Obama administration, can Hillary Clinton and other cabinet members look beyond their individual interests and negotiate effectively on behalf of the president and the American people? Stay tuned.
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