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Essay / Research Paper Abstract
A 6 page research paper/essay that addresses three aspects of conflict resolution and negotiation. These are changing personal perspective; competition and collaboration in negotiation; and the use of third party intervention. Bibliography lists 5 sources.
Page Count:
6 pages (~225 words per page)
File: D0_khconneg.rtf
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Unformatted sample text from the term paper:
first step in this process the negotiator encourages the two parties to establish entrenched positions. This includes blaming the other side completely for the conflict, and attributing all sort of
negative characteristics to the other party, etc. (Fiske 331). At the end of this unpleasant process, the negotiator asks how the parties feel and the usual response is "Awful!" (Fiske
331). The negotiator then helps the parties to see that the reason for their negative feelings is because nothing has been accomplished. They have simply restated their positions; they have
not engaged in "meaningful dialogue through which personal responsibility might be assumed and resolution might be assured" (Fiske 331). In the next stage, the negotiator aids both parties in
finding common ground between the two stated positions. This includes each side constructing a list of their "underlying needs and motivations" (Fiske 331). In the next stage, the negotiator helps
the parties through "invention," that is, finding ways to fulfill the underlying needs of both parties, rather than simply their interests. To illustrate this point, Fiske uses a classic example
first developed by Fisher and Ury, which describes two sisters who both desire the same orange. At first the sisters argue about who deserves the orange most and who wants
it the most. Then, they switch tactics and begin to discuss the problem more rationally. In this process, they discover that one sister desires the peel, while the other sister
desires the juice. A rational compromise might have been to simply slice the orange into two halves, but this resolution would have been unsatisfactory to both sister. By discussing the
issue and finding out the underlying motives, each sister gets to have a resolution that is perfectly satisfactory to her needs (Fiske 331). The final stage of the process moves
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