Role of Negotiation in Conflict Resolution: Approaches and Characteristics

Running head: Business communication
Business communication

Business communication
Executive summary
The main and primary objective of this task is to outline the role and significance of the
negotiation in conflict resolution process. Along with this, the paper also discusses the
approaches of the negotiations that help the parties to resolve the issues and conflicts. Here is the
brief discussion about the positional approach and problem solving interest based approach.
These approaches play a significant role to reduce the conflict between two parties.
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Business communication
Table of Contents
Executive summary.....................................................................................................................................2
Negotiation..................................................................................................................................................4
Characteristics related to each approach......................................................................................................4
Competitive positional based negotiation approach.................................................................................4
Problem solving interest based negotiation..............................................................................................5
Assumptions related to approaches..............................................................................................................6
Positional negotiation..............................................................................................................................7
Problem solving interest based negotiation.................................................................................................7
Risk related to the approaches.....................................................................................................................8
Positional negotiation..............................................................................................................................8
Problem solving interest based negotiation.................................................................................................8
Impact on relationship of each approach.....................................................................................................9
Competitive positional negotiation..........................................................................................................9
Problem solving interest based negotiation..............................................................................................9
Outcomes.....................................................................................................................................................9
Conclusion...................................................................................................................................................9
References.................................................................................................................................................10
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Business communication
Introduction
Negotiation may be defined as a open process to analyze and identify an acceptable solution to a
complicated conflict and issue. There are ample of situations where negotiation will attain the
highest and best outcomes. There are two parties involved in the conflict; therefore all the parties
feel that negotiation will lead to better results and outputs (Canagarajah, 2013). Negotiation
plays a vital role in the context of issue and conflict; whether such type of issue or conflict
occurs between the management and labor union in the organization. Thus, it is essential to
resolve and reduce such type of conflict or issue between the parties. Generally, conflict can be
raised due to many reasons such as poor wage system, performance evaluation, schedules,
ineffective culture, working conditions, and job assignments (Canagarajah, 2013).The paper
explains the significance of the negotiation approach. Here is the discussion about the two
approaches such as competitive positional based approach and problem solving interest based
approach. A comparison and contrast between these two approaches have been explained in the
task. The impacts, characteristics, assumptions and roles of both the approaches also have been
detailed in the task. More detail of the task has been discussed below.
The main aim of the negotiation is to reach an agreement to participate in activity and operation
that will result in mutual benefits. Each party in negotiation is tried to come to an agreement that
serves its own interest (Ting‐Toomey, 2015).
Characteristics related to each approach
The two approaches of the negotiation include competitive positional based negotiation and
problem solving interest based negotiation. It has been found that positional based negotiation is
also known as the competitive negotiation, distributive and hard bargaining negotiation (Baarslag
et al, 2013).
Competitive positional based negotiation approach
The positioning bargaining is also considered the negotiation strategy that includes holding to a
fixed idea or position in the workplace. It has been find that positioning strategy holds the
effective position and it concentrates on the exact needs and requirements of the individual. They
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