METAPHORS

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METAPHORS

• Gilles Gauthier
• Institute of Applied Economics

Sources Wilmot, William Hocker, W. Joyce, L.
Interpersonal Conflict, McGraw Hill, 5th
edition, 1998, p. 12-21. Sergeev, Victor, M.
Metaphors for Understanding International
Negotiations in V.A. Kremenyuk (ed.),
International Negotiation,. Jossey Bass, 1991,
p. 58-64.
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METAPHORS

• A. Metaphors that signify a stumblingblock to a
  disagreement
• ? Difficult creative process
• 1. A disagreement is a bloody war
• - Some actions or situations become natural
  (offensive, defensive, victory, defeat,
  vengeance, battleground).
• 2. A disagreement is an explosion that is caused
  by excess pressure and cannot be contained
• 3. Connaît ses objectifs.

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METAPHORS

• 3. A disagreement is a trial
• - Accusers.
• - Defenders.
• - No judge or mechanisms for a judgment
  (never any resolution).
• - Facts and emotions on the same level.
• 4. A disagreement is a struggle
• - Requires energy and emotions.

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METAPHORS

• 5. A disagreement is a disaster of nature
  (hurricane)
• - Better to avoid it because a positive result
  cannot be expected.
• 6. A disagreement brings about animal
  behaviour
• - The others are wild animals (stubborn as a
  mule).
• 7. A disagreement is a mess (it stinks)
• - Difficult to contain.

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METAPHORS

• 8. A disagreement is broken down communication
  (speaking to a brick wall)
• - It is assumed that the breach can be repaired
  through better communication, but often this is
  not the case. The conflict is generated by
  another factor (incompatible aspiration levels).
  

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METAPHORS

• B. Neutral metaphors
• ? Depends on each partys ability
• 9. A disagreement is a game (card game)
• - There are rules. - Some people cheat.
• 10. A disagreement is a heroic adventure
• - Heroes protect those who are loyal. - Risk
  being trapped in certain roles.
• 11. A disagreement is a balancing act - - One
  must avoid the misstep that makes everything
  tumble.

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METAPHORS

• C. Metaphors that indicate potential resolution
  to managing the disagreement
• ? Enhanced creativity
• 12. A disagreement is a bargaining table
• - The table illustrates the relationship. E.g.
  King Arthur (right makes might)
  table? (might makes right) table?

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METAPHORS

• 13. A disagreement is an incoming tide
• - Repetitive, powerful, unavoidable
  predictable but inescapable.
• 14. A disagreement is a dance
• - Both partners must learn the steps.
• 15. A disagreement is a garden
• - Cultivated with care (no poison).

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METAPHORS

• D. Metaphors that aid in understanding the
  negotiation process
• 16. A disagreement is a bargaining process
• - Zero-sum game.
• - Grave consequences.
• - Process to divide resources.
• 17. A disagreement is a joint choice of options
• - Not necessarily zero-sum game.
• - Process to evaluate options must exist.

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METAPHORS

• - It is an optimization of choices.
• - The situation must be understood under a new
  light.
• 18. A disagreement is a joint research effort
• - Process of investigating the disagreement.
• - Two groups experts and negotiators.
• 19. A disagreement is the joint construction
  of the future
• - Agreement is a prediction to fulfill
  uncertainty regarding predictions may generate a
  disagreement. - Planning process.