40 How to Become a Better Negotiator

lose for them to win. They submit to arbitration only when they
lack the power to do otherwise.
When should you use a forcing or competitive style?

When you or the group needs an immediate action or decision

When all parties in a conflict expect and appreciate the use of
power and force
When all parties in a conflict understand and accept the power
relationship between them
When there is no expectation of a long-term relationship with
the other side

There are drawbacks to using forcing or competition. The real

cause of the conflict remains unresolved, and whatever solution
is achieved will only be temporary. You also have to consider the
emotions of the loser, who will probably seek revenge when he or
she sees the opportunity. The loser may be in a weak power posi-
tion today, but who knows about tomorrow?

Strategy 噛5: Problem Solving/Collaboration

People who follow a problem-solving or collaborative strategy give
equal consideration to people and to results and view conflict as
beneficial if handled in an open manner. Open and honest commu-
nication (‘‘laying all the cards on the table’’) is a key characteristic
and necessary component of this strategy. Its practitioners aim for
consensus in solving the problem and are willing to spend a lot of
time to achieve that consensus.
When should you use problem solving or collaboration? These
styles are effective:

When everybody in the conflict is trained in problem-solving

methods
When the parties have common goals

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