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Negotiation - Conflict Resolution and Strategic Orientation

How Disposition toward Conflict Affects Negotiation Strategy

Written by Jason Gordon

Updated at April 15th, 2022

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Table of Contents

Approach to Conflict Resolution Affects Negotiation StrategyWhat is the Dual Concern Model? Discussion Question

Approach to Conflict Resolution Affects Negotiation Strategy

The conflicting interests of parties to a negotiation can be presented in a two-dimensional framework, known as a dual-concern model. The model provides a negotiators concerns for personal outcomes and the outcomes of others independently. It demonstrates how parties arrive at a disposition toward conflict resolution (competition, avoidance, collaboration, accommodation, or compromise) which will ultimately affect the strategy and tactics employed in the negotiation. 

Back to: Negotiations & Communications

What is the Dual Concern Model? 

Five major strategies for conflict management have been identified in the dual concerns model: 

  • Contending (also called competing or dominating). 
  • Yielding (also called accommodating or obliging). 
  • Inaction (also called avoiding). 
  • Problem solving (also called collaborating or integrating). 
  • Compromising - Demonstrates an intention to engage in the back-and-forth that characterizes negotiation. 

The strategy employed by a negotiator to resolve a conflict with vary depending upon the aforementioned characteristics or differences between negotiators. Further, a negotiators strategy will vary depending upon characteristics of the negotiation (level of dependence, integrative/distributive) and the negotiators alternatives. 

Related Topics

  • What is negotiation?
  • What scenarios or situations lead to a negotiation or cause parties to negotiate?
  • What characteristics are common to all negotiations?
  • What are the differences among negotiators that affect the negotiation process?
  • What is a conflict and how does it give rise to negotiation?
  • How is a negotiators disposition toward conflict resolution related to negotiation strategy?
  • What is the level of dependence in a conflict negotiation?
  • What are integrative, distributive, and compatible bargaining scenarios?
  • What is the BATNA and what is the significance of alternatives in negotiation?
  • What is the significance of the reservation point and ZOPA in a negotiation?
  • What is the significance of concessions or adjustment of the bargaining position?
  • What are anchor points and the bargaining range in a negotiation?
  • What personal and situational factors are commonly understood to affect negotiation?

Discussion Question

Do you think that the dual-concern model adequately captures the primary dispositions to conflict resolution? That is, do you think that ones self concern or concern for the other party will dictate the strategy employed; or, is the strategy employed simply indicative of the level of self concern or concern for others? Do you think an individual can have varying levels of self-concern or concern for the other party based upon the nature of the negotiation?


negotiation conflict resolution personal disposition dual concern model

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