Copyright © 2006-2007 The Beyond Intractability Project Beyond Intractability is a Registered Trademark of the Universit

1. Copyright © 2006-2007 The Beyond Intractability ProjectBeyond Intractability is a Registered Trademark of the University of Colorado PowerPoint Summary of: Competitive vs. Cooperative

2. Slide 2: • Competitive Approach • In competitive approaches to conflict, parties work against each other for maximization of self-interests • Competitive approaches consist of: • Win-lose outcomes-- one side “wins” and the others “loses” • Dividing a fixed “pie” -- the issues of contention (or the “pie”) are thought to be fixed PowerPoint Summary of: Competitive vs. Cooperative

3. Slide 3: • Competitive Approach II • Are often characterized by: • Obstructed communication • Mutually negative attitudes • Inability to divide and coordinate work • Ongoing disagreement • Power struggles • Coercive tactics • Damaged relationships PowerPoint Summary of: Competitive vs. Cooperative

4. Slide 4: • Cooperative Approach • In cooperative approaches to conflict, parties work with each other for maximization of mutual interests • Cooperative approaches consist of: • Possible win-win outcomes -- both sides “win” or get what they want • Parties seek to expand the “pie” --the issues of contention (or the “pie”) are thought of as dynamic PowerPoint Summary of: Competitive vs. Cooperative

5. Slide 5: • Cooperative Approach II • Cooperative approaches are often • characterized by: • Effective communication • Friendliness and helpfulness • Coordination of effort • Feelings of agreement and goodwill • A recognition of the legitimacy of the Other’s interests PowerPoint Summary of: Competitive vs. Cooperative

6. Slide 6: • The Negotiator’s Dilemma • The “Negotiator’s Dilemma” refers to the decision about when to cooperate and when to compete • Parties may start cooperatively to: • Seek common ground • Enlarge the “pie” as much as possible • Eventually the “pie” must be divided: • Might require a competitive approach • Cooperative approaches should be maintained as long as possible to limit damage to relationships PowerPoint Summary of: Competitive vs. Cooperative

7. Slide 7: • Factors that Influence Approach • Goal interdependence • Positive --attaining your goal is positively correlated with the other side attaining theirs: leads to cooperation • Negative -- attaining your goal is negatively correlated with the other side attaining theirs: leads to competition • Stage of negotiation • Initial stages -- are more conducive to: cooperation • Final stages -- are more conducive to: competition • Personality (see next slide) PowerPoint Summary of: Competitive vs. Cooperative

8. Slide 8: • Personality and Negotiation Styles • Cooperative personalities • Collaborative -- high assertive; high compromise • Compromising -- moderate assertive; moderate compromise • Accommodating -- low assertive; high compromise • Competitive personalities • Competing -- high assertive; low compromise • Avoiding -- low assertive; low compromise PowerPoint Summary of: Competitive vs. Cooperative