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ProblemSolvingSkillsandNegotiati.docx

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ProblemSolvingSkillsandNegotiatiProblemSolvingSkillsandNegotiationNoonecannegotiateuntiltheyunderstandthesituation.Basicallythereisaproblemtobesolvedthatinvolvesgettingtwoormorepeopletoagreeonsomething.Basicproblemsolvingispartoftheskillsetofanyeffectnegotiator.Definingaproblemiscritical.Oftenpeoplefightoverancillaryissuesratherthantherealproblem.Inamediationthemediatortakesthetimetosource,identifyandquantifyallthemicroissuesthatcreatetheunderpinningsoftheprimaryargument.Mediatorsaretrainedtoresolvetheancillaryissuessothattheprimaryproblemcanberesolved.ProblemIdentificationTips:-Don'taccepttheobvious;seekoutunderlyingissuesorotherproblems.Oftentheotherpersonorthepartiesmaybeunawareoftheimpactofthese'lesser'issues.-Prioritizetheissuesandseektoresolvetheminoronesfirst.Thiswillcreateamorepositiveenvironmentandmayhelpleadtoaglobalagreement.-Seektoputemotionalreactionsinperspective.Ifyoucandiffuseanyprevailingangerordistrust,youwillhavemadeamajoradvancetowardreachinganagreement.-Separatethe"wants"fromthe"needs"andfocusonsatisfyingthe"needs"ofeachparty.Oftenitisthe"wants"thatcreatethemostseparation.Andtheyaretheleastimportantaspectoftheproblemoncetheyareproperlyidentifiedas"wants".-Don'tignoreordismissemotionalneedsorwants.Sometimestheirsatisfactionismoreimportanttooneofthepartiesthanthemonetaryaspectsofthesituation.Problemidentificationdoesnotstopwhenyouenterthefray.Listencarefullytowhattheotherpersonissayingtoidentifyadditionalirritantsorissues.Listenforcluesonhowtosatisfyaspecificneedusingalternativeconsideration.Problemsolvingisthemeatofdisputeresolution.Byexpandingthepossiblesettlementoptionsthemediatorisseekingtosolvethedisputebypairingunlikelypartycommoditiessothatbothemergefeelingasenseofvictory.Win/Winnegotiatingisnotsomuchaboutappeasingbothsidesasitisaboutpairingneedsandsatisfierssothatbothpartiescomeawaywithmorethantheygaveawayintheirminds.