Value Conflicts Require a Different Approach to Negotiation
Value conflicts require a different approach to negotiation — what studies show, and what they do not show.
The Research
Haidt (2012, The Righteous Mind) shows that disagreements over values engage identity-related convictions that are difficult to shift.
The Limitation
Moral psychology, with interpretative applications to the workplace.
The Nuance
In a value conflict, seeking a substantive compromise fails; defining expected behaviours works better. (our executive and employee training programmes)
Practical Implication, Testable in Geneva
Reframe a value conflict as a rule governing observable behaviour that applies to both parties. To go further: explore the Conflict Management training in Geneva in the canton of Geneva, or browse our executive and employee training programmes in Switzerland.
In pictures: Conflict Management in Geneva
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