University:
California State University, Northridge
Course:
MGT 456 | Negotiation and Conflict Management
Academic year:

2024
Views:

146

Pages:

1
Author:

Terrell Cohen

Goals and Interests A fundamental part of conflict management and negotiation is to clarify one's goals (objectives is a synonym here) and interests • • "If you don't know where you're going, any road will get you there." (the Koran) "If you don't know where you're going, you might wind up somewhere else." (Yogi Berra) Distinguish among goals (=objectives), interests, positions, strategies, and actions Consider these examples: • • • • • An interest is a motivator, an underlying need, desire, or concern, e.g., I want to feel financially secure or I want to impress my older brother that I am professionally successful. A goal is a desired outcome or result, e.g., I want to make $100,000 this year. A position is a stated result or proposal, usually in a negotiation or conflict, e.g., I think I deserve a 20% salary increase. A strategy is the method or path for achieving a goal, e.g., I will first try to negotiate an increase in my salary, then, if this does not achieve my goal, I will search for a second job on weekends. Tactics and actions are specific steps planned then taken, hopefully following a strategy, rather than random, e.g., contact the placement office in my professional society to identify possible weekend positions. It is important to develop good goals, both in terms of content and: • • • Defined in terms of results and outcomes, not actions Usually framed as positive results to be achieved rather than problems to be avoided Developed sufficiently to be SMART objectives (Specific, Measurable, Agreed-on and understood, Realistic, and Time- and resource-based) In most situations, especially in conflicts, there are several types of goals, often with several operating at the same time and making the situation more complex: • • • • Content (or Topic) Relational Identity (self-esteem, face-saving) Process Objectives may shift during a project or process, so we need to be aware of prospective, transactive, and retrospective objectives