Routine contract negotiations with government buyers can be difficult for many businesses. However, when these routine negotiations are combined with a failing contract or contract misstep, the tension rises quickly. Most of us encounter conflict on a daily basis and don’t give ourselves enough credit for our conflict resolution abilities. It is from this wellspring that we should draw confidence in our ability to equitably resolve our issues and therefore face them with confidence. Below are six elements that, when used correctly, can effectively increase your negotiation prowess.
*Conflict Styles:
Accommodating: A style that looks to bend to the will of the other party in a conflict. Accommodators often try to appease or please others.
Competing: A style that is competitive and frequently unpleasant rather than cooperative. Competitors attempt to satisfy their needs at the expense of others.
Asserting: A style that addresses the issues of each party with equal respect but not at the expense of others. Assertors are able to engage in mutual collaboration.
Avoiding: A style that is characterized by deliberately ignoring or withdrawing from conflict rather than facing it. Avoiders often appear nonassertive and uncooperative.
Compromising: A style that seeks to reach resolution through give-and-take that can lead to unequal giving or taking for one or both parties. Compromisers are pleased as long as each side achieves some satisfaction from the outcome.
Passive: A style that pretends that nothing is wrong when there actually is. Passive individuals run the chance of not having their voice heard in a dispute, which may result in a solution that largely ignores their interests.
For more information on contract negotiations, please contact your nearest PTAC Counselor.