Chapter 21Chapter 21Supporting Your ViewsSupporting Your Views

Why Negotiate?Why Negotiate?

• It is not always about money.• It is an opportunity to improve relationships.• It can resolve conflicts.• It can help you buy, sell, or borrow things.

Keep in MindKeep in Mind

• Negative words shut doors• Most people rely on 1-message rather than

a 3 part – You focus on what you want– Alienates people– A pattern to help people open up

• When you• I feel• Because

• Don’t rush; think!

Hmm...

5 Common Strategies for 5 Common Strategies for Resolving ConflictsResolving Conflicts

• Avoidance– Don’t take a position

• Accommodation– Minimize things and feel powerless

• Competition– Opposite of accommodation– This is win-lose

• Compromise– Each gives up something– Nothing really resolved

• Collaboration– Win-win– Builds consensus

Informal DebateInformal Debate

• Disagreements and Arguments

• Group Discussion

• Organizations and Meetings

Advantages of DebateAdvantages of Debate

• Career– Persuasion

• Helping Others– Narrow issues so they can be analyzed and

logical, well-supported arguments applied.• Voter

– More effective evaluator of arguments

• Citizen– Better able to respond to issues

Debate TerminologyDebate Terminology

• Proposition– Statement or opinion

• Resolution– Formally introduces an opinion

• Affirmative– Agreement with the Resolution

• Negative– Disagreement with the Resolution

Debate TerminologyDebate Terminology

• Status Quo– The way things are now

• Burden of Proof– Duty to prove

• Trials - on the prosecution• Formal debate - on the affirmative

• Argument– Reasons that favor their side

• Evidence– Proof

Debate TerminologyDebate Terminology• Case

– Combination of all the debater’s arguments and evidence• Brief

– Summary so you can see relevant issues at a glance• Constructive

– Special speeches that build the argument• Refute

– Show that the argument is wrong– Important part of the debate

• Rebuttal– Speech that contradicts an earlier argument

TerminologyTerminology

• Formats– Procedure employed– Order in which the speakers will speak– Makes it fair

• Strategy– Way you gather and

use evidence

Recalling the FactsRecalling the Facts

• What are the five common strategies for conflict resolution?

• Discuss the four techniques for effective negotiation.• What does “integrity” mean?• Why is the wording of a proposition important?• How can you be successful at debate?• What is the opposite of status quo?• What do you call the outline of both the affirmative

and negative cases?

Look Back on Page 597 of textbook

VocabularyVocabulary

• negotiation• debate• avoidance• accommodation• competition• compromise• collaboration• I-message• integrity• informal debate• proposition• resolution

• affirmative• negative• status quo• burden of proof• argument• case• brief• constructive• refute• rebuttal• format• flowsheet

List on Page 573 of textbook