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FIVE CONFLICT MODES The ThomasKilmann Conflict Mode Instrument

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Derive satisfaction from solving other people's problems. Have good relationship-building ... Place more weight on the relationship than the situation warrants ... – PowerPoint PPT presentation

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Title: FIVE CONFLICT MODES The ThomasKilmann Conflict Mode Instrument


1
FIVE CONFLICT MODESThe Thomas-Kilmann Conflict
Mode Instrument
  • Bargaining Styles and Negotiation The
    Thomas-Kilmann Conflict Mode Instrument in
    Negotiation Training, by C. Richard Shell

2
Thomas-Kilmann Conflict Mode Instrument
  • TKI measures five conflict modes from the Dual
    Concerns Model
  • Measures preferences or predispositions.

3
(No Transcript)
4
ACCOMMODATING
  • Strongly predisposed toward
  • Derive satisfaction from solving other peoples
    problems
  • Have good relationship-building skills and are
    sensitive to others
  • Place more weight on the relationship than the
    situation warrants
  • May be vulnerable to competitively oriented people

5
ACCOMMODATING
  • Weakly predisposed toward
  • Relatively uninterested in other partys
    emotional state, needs, frames of reference
  • Hold out stubbornly for their view of the right
    answer

6
COMPROMISING
  • Strongly predisposed toward
  • Eager to close the gap based on fair standards or
    formulae
  • Can be a virtue when time is short stakes are
    small
  • May be seen as being a reasonable person
  • May rush to the closing stage, and make
    concessions too readily
  • May not discriminate among various fair criteria

7
COMPROMISING
  • Weakly predisposed toward
  • Often men women of principle.
  • But, they tend to make an issue out of everything.

8
AVOIDING
  • Strongly predisposed toward
  • Adept at deferring dodging confrontational
    aspects
  • Seen as tactful and diplomatic
  • People who enjoy working in hierarchies are often
    avoiders
  • But if interpersonal conflict is a functional
    aspect of organization, avoiders can be a
    bottleneck preventing the flow of information
  • May pass up legitimate opportunities to
    negotiate.

9
AVOIDING
  • Weakly predisposed toward
  • Little fear of may enjoy conflict
  • High tolerance for assertive, hard-nosed
    bargaining
  • Helpful in some professions
  • May lack tact may be seen as confrontational
  • Troublemakers who refuse to leave well-enough
    alone

10
COLLABORATING
  • Strongly predisposed toward
  • Enjoy negotiating because they enjoy problem
    solving in engaged, interactive ways
  • May needlessly transform simple situations into
    more complex (and interesting) transactions
  • Can be at risk with a highly competitive
    counterpart. Why?

11
COLLABORATING
  • Weakly predisposed toward
  • Dislike bargaining process prefer to have
    problems clearly specified before the negotiation
    to stick to their bargaining plan
  • May bottleneck and slow down a complex negotiation

12
COMPETING
  • Strongly predisposed toward
  • Like to negotiate because they see it as a chance
    to win
  • They are at their best when stakes are high, time
    is limited, bluffing is possible
  • Have excellent instincts about leverage,
    deadlines, openings, final offers, ultimata
  • Hard on relationships
  • Focus on issues easiest to count in terms of
    winning losing-like , and overlook other issues

13
COMPETING
  • Weakly predisposed toward
  • Think negotiation should be about more than
    winning losing
  • See goals as treating each other fairly, avoiding
    needless conflict, solving problems, creating
    trusting relationships
  • Seen as being nonthreatening
  • Can be useful to gain trust, but they may be at a
    disadvantage with highly competitive negotiators.

14
  • Do you think there is an optimal TKI score for
    negotiators?
  • Which style traits are exhibited by people who
    enjoy the bargaining process?
  • What if a person enjoys several styles?
  • What if a persons scores are all in the middle?
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