...Introduction to Negotiation? Let us start this amazing journey of negotiation with a quote by Sir John. F. Kennedy, “'Let us never negotiate out of fear. But let us never fear to negotiate.” John F. Kennedy By definition, negotiation is an exercise in communication and language where an attempt is made to create mutual understanding as previously the two parties have been in conflicting understandings. It is also a series of episodes, where you consider your counterpart as collaborator or partner on the basis of trust and fruitful and ongoing negotiations. What matters the most is how the game is played rather than who is the winner. Definition 2: The most important thing about negotiations is that it’s all about communications. It is a dialogue where each person explains his or her viewpoints and in return listens to what the other person thinks of his or her viewpoints. During this process, opinions are exchanged, concessions are explored and proposals are made. The end of the negotiation process should create value for both the parties. Key to this is establishing credibility from the outset if the negotiations are to progress smoothly. What is negotiation? Corporations have to negotiate in numerous areas of organizational battle. Negotiation is an open development for two parties to find a suitable solution to a problematical conflict. There are five steps to the negotiation process. There are five steps to the negotiation process, which are: 1. Preparation...
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...You Should Follow During a Negotiation "A negotiation is an interactive communication process that may take place whenever we want something from someone else, or another person wants something from us” (Shell, p. 6). In order to have a successful negotiation, there are some guidelines that should be followed in the negotiation of the procurement of the Corporate Transfer Services (CTS). These guidelines include, but are not limited to, setting mutual guidelines and ground rules, ensuring all involved parties are aware of the negotiation process, ensuring all involved parties agree upon a safe, neutral location, free from outside disturbances to hold the negotiation, ensuring every involved party has presented all of their issues, interests, their position (where they stand on the issues) and their intention, ensuring all involved parties provide alternative solutions to the issues at hand and ensuring that a neutral party is taking notes or meeting minutes. Some critical things to remember in any negotiation are to avoid the appearance of being uninformed or overly aggressive and to be careful not to over-negotiate. It’s very important to know when to cut off the discussion. In addition, integrative bargaining should be used, if at all possible, to determine if there is a way for all involved parties to maximize their interests, instead of making a simple 50/50 split. Be sure to separate the issues from the people, regardless of the style of negotiation that each party chooses...
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...office for handling every day negotiations with colleagues, staff and outsiders? Does your profession allow you to be accessible and friendly or inaccessible and remote? Does your office layout reflect this? If so, say it out. Can the proxemics power of your office be adjusted? How? OFFICE FAN FILING CABINET COLLEAGUE’S DESK COLLEAGUE’S DESK SLIDING WINDOWS SLIDING WINDOWS CHAIR CHAIR WI-FI TABLE DOOR MY DESK PHONES COMPUTER TABLE CHAIR The above diagram is an illustration of our office at my work place and there is no privacy because the office is an open space. The nature of the work that we do requires constant interaction amongst the officers and officers from other offices. Our office harbours all the records of the organisation which are used in executing day to day duties, our contact with other officers from other departments is very frequent throughout the day upto closing time which is at 1630 hours. There is need for direct and constant negotiations. Negotiation is an exchange of meaning with the intention to get what you want. It can also be defned as the interaction between two parts , individuals or groups with the sole aim of solving conflicts or problems. This interaction can be friendly to intense haggling or bargaining. When negotiationone aims at attaining a compromise. Negotiation is an activity that influences another person. McCormack (1995) define negotiation as the process of getting the...
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...positioned. How versatile is your office for handling every day negotiations with colleagues, staff and outsiders? Does your profession allow you to be accessible and friendly or inaccessible and remote? Does your office layout reflect this? If so, say it out. Can the proxemics power of your office be adjusted? How? The above diagram is an illustration of our office at my work place and there is no privacy because the office is an open space. The nature of the work that we do requires constant interaction amongst the officers and officers from other offices. Our office harbours all the records of the organisation which are used in executing day to day duties, our contact with other officers from other departments is very frequent throughout the day upto closing time which is at 1630 hours. There is need for direct and constant negotiations. Negotiation is an exchange of meaning with the intention to get what you want. It can also be defned as the interaction between two parts , individuals or groups with the sole aim of solving conflicts or problems. This interaction can be friendly to intense haggling or bargaining. When negotiationone aims at attaining a compromise. Negotiation is an activity that influences another person. McCormack (1995) define negotiation as the process of getting the best terms once the other side starts to act on their interest. In other words, negotiation is a process to get what is wanted. It is a process that leads...
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...Communications and Personalities in Negotiations For a very long time, negotiations have been widely used for a variety of situations. The situations can be personal, or professional, in nature. In order to better comprehend the concept of negotiation, the roles of communication and personality must be properly analyzed. In addition, another part of the analysis must also include how these roles contribute, or detract, from the negotiation. In this discussion, the purpose will be to take a recent negotiation that has been witnessed recently, analyze how communication and personality played their roles during the negotiation, and what helped to contribute or detract during the negotiation. Negotiations are best defined as the bargaining process between two or more parties who are seeking to find a common ground to either reach an agreement or settle a matter of mutual concern or resolve a conflict (businessdictionary.com). The ultimate result of any negotiation is to get a win-win situation. The win-win situation occurs when all parties in the negotiation benefit through cooperation. During this process, the other key concepts of the negotiation are used as well. These concepts include managing interdependence, mutually adjusting to each other, creating value, and managing conflicts. Although these concepts are essential to any negotiation, communication and personality roles within the negotiation rise to the forefront as these are used to analyze different non-verbal...
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...The Art of Negotiation Goals & Objectives: To list examples that require successful negotiating skills in your personal and professional life To explain the elements of successful negotiation To describe the barriers to successful negotiation Outline: Elements of Successful Negotiation Preparation Preparation Goals Preparation Limits Communication Skills Active Listening Clarity Body Language Emotional Control Final Negotiations – Closing the Deal Final Tips Traits of a Great Negotiator Successful Techniques Unsuccessful Techniques Summary The Art of Negotiation Objectives: Successful negotiation is an art form that comes naturally to some, but must be learned by most. This module will discuss skills necessary to successfully negotiate goals and objectives in your personal and professional life. Skills will be broken down into specific elements that may enhance or impede any outcome. Introduction If we poll an audience and ask them for the first thought that comes to mind when they think of the term ‘negotiation’, the most often responses will include labor, contract or political negotiations. Yet negotiations play a major role in all aspects of our professional and personal lives.1 In the workplace we negotiate with our patients and their families and friends to obtain their full consent and cooperation. We negotiate with our peers, managers, physician staff and other healthcare workers, state and federal regulators and the list goes...
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...Differences in International Business Negotiations Nonverbal Behaviours Cultural Differences in International Business Negotiations Globalization embraces the free-market system which is driven by policies to allow the integration of markets in the global economy. By reducing trade barriers, it has promoted free trade - encouraging competition to spread globally. As a consequence, the global environment of business has become exceedingly challenging as the number of corporations competing in the world marketplace rise. The unprecedented growth of international business has become increasingly dependent on effective face-to-face negotiations between business partners from different countries which often have unique cultural nuances. Culture influences how people think, communicate and behave, which ultimately affects the way they negotiate. For example, many countries which utilize northern European, German, English, and Scandinavian languages are categorized as low context cultures, and rely on spoken words in order to communicate. Conversely, high context cultures, often pertaining to Asian and Arabic languages, are heavily dependent on nonverbal and situational cues. These differences in culture can lead to misunderstandings during international business negotiations, so it is imperative that all members involved are familiar and sensitive to the culture of the other party. A key component of successful international negotiation is effective cross-cultural communication...
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... Hearing impairment b. Physical conditions c. Prejudices d. All of the above ANSWER: d. All of the above 3. Which presentation tend to make you speak more quickly than usual: a. Electronic b. Oral c. Both ‘a’ and ‘b’ N d. None of the above ANSWER: b. Oral 4. What is the main function of Business Communication: a. Sincerity b. Positive language c. Persuasion d. Ethical standard ANSWER: c. Persuasion 5. The responsibilities of the office manager in a firm that produces electronics spares is: a. Everything in the office runs efficiently b. Furniture and other equipment in the office is adequate c. Processing all the incoming official mail and responding to some d. All of the above ANSWER: d. All of the above 6. Labov’s Storytelling Model based on: a. Communication through speech b. Language learning c. Group Discussions d. None of the above ANSWER: a. Communication through speech 7. Diagonal Communication is basically the: a. Communication across boundaries b. Communication between the CEO and the managers c. Communication through body language d. Communication within a department ANSWER: b. Communication between the CEO and the managers 8. How to make Oral Communication Effective? a. By Clarity b. By Brevity c. By Right words d. All of the above ANSWER: d. All of the above 9. Direct Eye contact of more than 10 seconds can create: a. Discomfort & Anxiety b. Emotional relationship...
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...above 2. Physiological Barriers of listening are: a. Hearing impairment b. Physical conditions c. Prejudices d. All of the above 3. Which presentation tend to make you speak more quickly than usual: a. Electronic b. Oral c. Both „a‟ and „b‟ d. None of the above 4. What is the main function of Business Communication: a. Sincerity b. Positive language c. Persuasion d. Ethical standard 5. The...
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...behaviors to support your assessment. 2. which of the four key temperaments do you think your comments and behaviors most clearly displayed? 3. Do you agree with each other's self and other assessments? not, why do you think you see the behaviors differently? If rffib PERToRmHcE CoMPEiENct Es FoR THts CHnprER o e To understand communication as a Process To learn rules for effective iistening and speaking in "lt is a greal misfortune neither r o o o negotiation To learn communication filtering techniques for negotiation To recognize signs of destructive conflict in negotiation and what to do when they arise To learn to watch body language in negotiation To be cautious in written and electronic negotiation lo have enough wit to talk well nor enough judgment to be silenl." La BruYere 85 86 ChaPter 6 ' Communicating in Negotiation 87 tion is essential for negotiating success. The opening quotation summarizes the essence of negotiation communication. your goal shouldbe to say the right things in the right ways at the right times and to hear. what you say must be understood as you iniend it to be effective. saying the right things in the right ways is necessary for your message to be understood. Hearing the othei parties is neiessary for you to say the right things at the right timei. Communi- Do you communicate when you speak, or do you just make noise? Is what is written here communication, or just noise? Communica- ...
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...BODY LANGUAGE FOR PROFESSIONAL SUCCESS Prepared for Michael Newman By DREW NICKELL OCTOBER 7TH, 2015 CONTENTS Executive Summary……………………………………………………………………………….4 Introduction………………………………………………………………………………………..5 The Five Major Channels of Communication…….………………………………………………5 Body Angle………………………………………………………………………………..5 Face………………………………………………………………………………………..5 Arms……………………………………………………………………………………….5 Hands……………………………………………………………………………………...6 Legs………………………………………………………………………………………..6 Mirroring, Matching, and Building Rapport………………………………………………………6 Matching…………………………………………………………………………………..6 Mirroring…………………………………………………………………………………..7 Personal Selling Power……………………………………………………………………………7 Closing a Negotiation……………………………………………………………………..7 Rules of Nonverbal Selling Power………………………………………………………..7 Conclusion………………………………………………………………………………………...8 EXECUTIVE SUMMARY This report provides a summary of the information contained within the book Strictly Business Body Language: Using Nonverbal Communication for Power and Success by Jan Hargrave. This summary attempts to identify the most useful topics for professional accountants to master. Included in this topic list are such items as: The Five Major Channels of Communication, Mirroring, Matching, and Building Rapport, and Personal Selling Power. Body language is critical to professional success, and any accounting professional must be armed with a basic framework of understanding...
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...Communication c. Power d. None of the above Ans:B 2. Physiological Barriers of listening are: a. Hearing impairment b. Physical conditions c. Prejudices d. All of the above Ans:A 3. Which presentation tend to make you speak more quickly than usual: a. Electronic b. Oral c. Both „a‟ and „b‟ d. None of the above Ans:B 4. What is the main function of Business Communication: a. Sincerity b. Positive language c. Persuasion d. Ethical standard Ans:C 5. The responsibilities of the office manager in a firm that produces electronics spares is: a. Everything in the office runs efficiently b. Furniture and other equipment in the office is adequate c. Processing all the incoming official mail and responding to some d. All of the above Ans:D 6. Labov‟s Storytelling Model based on: a. Communication through speech b. Language learning c. Group Discussions d. None of the above Ans:A 7. Diagonal Communication is basically the: a. Communication across boundaries b. Communication between the CEO and the managers c. Communication through body language d. Communication within a department Ans:B 8. How to make Oral Communication Effective? a. By Clarity b. By Brevity c. By Right words d. All of the above Ans:D 9. Direct Eye contact of more than 10 seconds can create: a. Discomfort & Anxiety b. Emotional relationship between listeners and speakers c. Excitement d. None of the above Ans:A...
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...Negotiation Skills By: Kunal Samani President-Business Development Rolex Lanolin Products Ltd Why Negotiation? • Negotiation is needed to resolve intra-person or inter-person conflicts / disagreements / clash of interests. • Negotiation is something that we do all the time and is not only used for business purposes. The aim of negotiation is to explore the situation, and to find a solution that is acceptable to both the sides. • Only man negotiates; animals do not; when faced with larger predator, they do not ask for negotiation or justice rather just run away. • Negotiation is one of the most difficult jobs a person can do. It requires not only good business judgment but also a keen understanding of human nature Negotiation Interperson Negotiatio n Unplanned Negotiatio n Integrative Negotiatio n Hard Negotiatio n Soft Negotiatio n Planned Negotiatio n Distributiv e Negotiatio n Principled Negotiatio n Intra-person Negotiation Hard Negotiation • Hard negotiation involves the negotiation of positions, rather than interests. • It is highly competitive, seeing victory as the number one goal. • Hard bargainers, see the participants as adversaries. They distrust the other side and play sneaky games to try to gain the negotiating advantage. • Hard bargainers refuse to make concessions and demand onesided gains as the price of an agreement. • When confronted with a softer opponent, hard bargainers almost always will win. When confronted with another hard bargainer, however, it...
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...School Buses Controversy Word Count: 839 No. of Pages: 10 Submission Date – 27 May 2015 Table of Contents Introduction 3 Planning Approach 4 Lessons Learnt 5 Conclusion 6 Sources Used During the Negotiations 7 Appendix 9 Negotiation Team Roles: 9 Introduction The Mosquito Mums is an advocacy group that is petitioning the Government of Western Australia on legislative amendments affecting the safety and security of children in school buses. The group is represented by six members who each played a different role in the simulation exercise over the six day period - Lead Negotiator and Spokesperson, Critic, Relater, Expert, Recorder, Builder, and Observer (See Appendix for role descriptions). Initially, the Mosquito Mums conducted research into the case and did a thorough literature review in order to obtain all of the necessary facts. This enabled us to plan our approach and craft an effective strategy for the negotiations. During each stage, the team collaborated with scripting the draft responses, which were then presented by the appointed spokesperson. In the end, our opponent accepted to our proposals in the spirit of goodwill that was targeted towards the common interest, the safety of children. Planning Approach In preparing for the negotiations, our approach was to first discuss and analyze the Case Study to identify the interests of both the Mosquito Mums and the Western Australian Government. The next step taken was to reach consensus...
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...Negotiation Process When approaching negotiation it is important to recognise that the majority of work involved in any negotiation occurs prior to the actual event. Some typical areas which may be negotiated are:- * payment terms; * price; * delivery dates; * warranties and guarantees; * quality; * performance indicators; * performance monitoring; * remedial action; * training; * documentation requirements; * maintenance, repair or after-sales service; * compensation for failure to perform; and * terms and conditions of contract. Any changes agreed with the tenderer must be obtained in writing and incorporated into the written contract. The framework below illustrates the key areas to consider when planning a negotiation The Negotiation Process Each of the four stages of the Negotiation process will be discussed further in detail below. When considering the Negotiation process, it may be useful to have reference to the SPD Negotiation Plan Template STAGE ONE – Pre Negotiation Gather Information. Enter all negotiations knowing a great deal about your supplier's and your own organisation. Some points to consider include:- * what is the market condition for these goods or services ? * what is the supplier's position in this market, i.e. how strong is the competition ? ...
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