Relationship Management Competency

Question 1

Conflict Resolution- Accomodate

Answer 1

The leader restores good relations by emphasizing agreement and downplaying disagreement.

Question 2

Conflict Resolution- Asser/Compete

Answer 2

The leader imposes a solution. One side wins and the other loses—hence the term “win/lose” conflict resolution.

Question 3

Conflict Resolution- Avoid

Answer 3

The leader withdraws from the situation or accepts it, leaving the conflict to be resolved by others or remain unresolved.

Question 4

Conflict Resolution- Collaborate/Confront

Answer 4

The leader and those in conflict accept the fact that they disagree and look for a “third way,” a new solution to the problem of the conflict. Since both sides contribute to the solution, this may be seen as “win/win” conflict resolution.

Question 5

Conflict Resolution- Compromise

Answer 5

The leader asks those in conflict to bargain—altering positions on different issues until a mutually acceptable solution is defined. The solution relies on concessions. For this reason, it is often referred to as “lose/lose” conflict resolution.

Question 6

Principled Negotiation

Answer 6

negotiators aim for mutual gain, applying a process developed by Roger Fisher and William Ury called interest-based relational negotiating or integrative bargaining. Fisher and Ury emphasize the need to focus on the problem instead of personal differences and on mutually beneficial outcomes rather than hard positions.Neg

Question 7

Negotiation Process

Answer 7

Preparation
Relationship Building
Information Exchange
Persuasion
Concessions
Agreement