Tips on How to Negotiate and Acquire Negotiation Skills


         Test Drive the Thomas-Kilmann Conflict Mode Instrument.

         While we will not have time to administer this test during this 50 minute period, it can be instructive to test oneself using the Thomas-Kilmann Conflict Mode Instrument.6  This series of questions takes an inventory of one’s preferred style of handling conflict.  The basic premise is that people vary in the degree to which they seek to assert their own interests even at the expense of others (compete), or to cooperate and promote the interests of others (accommodate).  Some prefer just to avoid conflict altogether, neither asserting their own interest in the particular dispute, nor satisfying the other’s interest.  Others seek a moderated satisfaction of their own interests and those of the other, through the shared sacrifice of compromise.  Yet others maximize the promotion of both their own interests and those of the other – through collaboration.  Despite the apparent preference of negotiation theorists for collaboration – as the way to reach the pareto optimum – the TKCMI advises that each of these modes of handling conflict has its own utility and drawbacks.  It is a fascinating study, worth investigating.

Back to News & Resources