...Resolution Viveck Marya Negotiation can be thought of as a form of interpersonal communication. How effectively one is able to communicate and listen will have a definitive impact on the results of a negotiation. Both sending and receiving signals form the basis of the give and take process that result in a mutually satisfying agreement to both parties. Negotiation is comprised of tangible and intangible dimensions. Dimensions of Negotiation and their relative ease or difficulty in the communication process. Tangibles – Ease of Communication Dimension | Example | Position | “I need a 10% reduction in price to extend the contract.” An unambiguous statement of demand. | Concessions | “I see time constraints are a major issue for you. We can guarantee delivery by the first of the month.” An unambiguous accession to a demand. | Goals | “We would like to develop a long-term relationship between our two companies.” Goals are an affirmative communication. | Commitments | “My client needs a percentage of the profits or she will not do this movie.” A clear position with a distinct outcome. | Alternatives | “If you won't consider a reduction in quantity, I will have to go with an other supplier.” A clear signal to the other party of your options. | Intangibles – Difficulty of Communication Dimension | Example | Interests | “I would like to win this negotiation.” Interests are often emotional...
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...Reflection Paper on the Movie “The Negotiator” Negotiation is a simple word with broad meaning and understanding. We all know that negotiation is not an easy task to do. It has to be practiced and developed. No one can easily adapt the environment of negotiation without deeply knowing it by heart and by mind. We are also aware that negotiation plays a big role in the lives of people especially to professionals and entrepreneurs. They might think that it is not a big deal, but for some it is. It is important because we actually use negotiation to survive in different situation in our own career. We also take for granted the skill of negotiation to be able to make for a living. The movie “The Negotiator” is an example of a great negotiation skill. It exemplifies different techniques or tactics while negotiating. Although the movie is about hostage taking, it is still a form of negotiation and it is a good way to have a different perspective on negotiation. One technique is prolonging the conversation or situation between the negotiator and the hostage taker. It shows in the movie that negotiators asked questions that were open ended so that the attention of the hostage take will be disturbed and there’s a great possibility that the situation will end peacefully. Next technique is ensuring the safety of the hostages in the situation. We see in the movie that the negotiator do what it takes to do in order save the hostages. They try to grant the requests of the hostage taker...
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...Introduction If Negotiation means a process by which two parties communicate with each other in order to reach an outcome on which they mutually agree, then I must say that this process is so important and should not be neglected in any industry. Even in a simple scenario or group (like family, relatives, business, associations, etc), all need to seek and address negotiations between each other. All of us has customers, may it be internal or external. The relationship between each and everyone is a kind of relation that can be mutually beneficial; the aim is for both parties to benefit from this relationship. Company Background My company, ME GONZALES Consultancy & Bookkeeping Services is just a pioneering company. Its business permits and...
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...Negotiation is a part of individual’s daily lives and has a measurable effect especially in the diverse social and changes in structural factors of the current environment. Although individual differs in personality and communication, the skills in negotiations is vital to achieve success. With this in mind, that the combination of communications skills and personality does have an effect in successful negotiation situation whether in integrative, or distributive, or alternative shape. Negotiation is defined according to different cultures. According to Yook and Albert in 1998, negotiations can differ greatly across cultures on what is negotiable and what occurs in negotiations (Yook & Albert, 1998). According to Foster in his 1992, Bargaining across borders: How to negotiate business successfully, “Americans tend to view negotiating as a competitive process of offers and counteroffers, while the Japanese tend to view the negotiation as an opportunity for information sharing” (Foster, 1992, p. 272). These differences in definition also reflect on how each individual culture behave and convey messages in the negotiating table. The behavior of the person will have an impact in the perception of his or her personality that also has measurable effect in communicating his or her ideas and information in negotiating table. Communication according to American Heritage Dictionary is the exchange of thoughts, messages, or information as by speech, signals, writing, or behavior...
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...The use of full-length films to teach negotiation. Olivier Fournout This is the text of a lecture given at the conference “New Trends in Negotiation Teaching”, presented by the Program on Negotiation at Harvard Law School (PON) and the Institute for Research and Education on Negotiation in Europe at ESSEC Business School (IRENE), Nov. 14-15, 2005. Key words: negotiation, leadership, film, fiction, phenomenology, negotiation of meaning, teaching of negociation, pedagogy, imagination, interaction. ----------------------- It is a year since I started courses on negotiation and leadership in which I use full-length films as the main pedagogical tool. It is this experience that I would like to talk about here. I will organize my lecture around three points: first, I will describe the course itself and its background; then, I will try to clarify my pedagogical principles; and finally, I will give you a very quick sample of this pedagogy by showing you some extracts from Lost in La Mancha, and I will make a few comments. 1- The course and its background. This course is given at the Ecole Nationale Supérieure des Télécommunications (the National Graduate School of Telecommunications in Paris). The three sessions on negotiation are fairly modest in size : 12 hours. I built them around three films. The first one is Le souper (The Supper) where we get an idea of the negotiation between Talleyrand and Fouché a few weeks after Waterloo, when France’s whole future...
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...Introduction International business is not just about nationalities, it is also about cultures. Cultures influence negotiation styles, values and communications. Image a situation where a Japanese supermarket manager negotiating with an American salmon supplier with their own negotiation styles: the Japanese negotiator want to extent the length of negotiation in order to seek the best result of the deal, but the American negotiator treats time as money and he/she wants to quickly reach the agreement (Evans & Richardson, 2010). This essay will firstly discuss the definitions of culture and negotiation, and then it will discuss cultural influence on negotiation and its behaviour; finally it will suggest possible strategies in addressing difficulties caused by cultural differences. This essay will argue that cultural impacts increase the difficulties of cross-culture negotiation, but negotiators can successfully manage the difficulties by increasing their knowledge of different cultures and continuously practise relevant strategies. Culture Culture is a term that can be explained in many different ways. According to Alon and Brett (2007), culture is a process of socialisation that people learn a shared pattern of behaviour and affective understandings. These patterns distinguish one group of people from another. Carrell, Shank and Barbero (2009) also state that culture is not physical elements but the perceptions that members consider them. People from the same culture usually...
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...SECTION A Part one: Multiple choice: 1.__________is an essential function of Business Organizations: a. Information b. Communication c. Power d. None of the above ANSWER: b. Communication 2. Physiological Barriers of listening are: a. 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...
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...Stella Ting-Toomey and the Face-negotiation theory Face-negotiation theory seeks to explain and understand the roots of conflict in terms of identity management on both individual and cultural level. Face can be defined as “the claimed sense of favorable social self-worth and/or projected other-worth in a public situation” (Ting-Toomey & Kurogi, 1998). Namely the public image of an individual, or group, that their society sees and evaluates is based on cultural norms and values. The concept of face has been used to explain linguistic politeness rituals, apology acts, embarrassment episodes, requesting behaviors, rapport-building, and conflict interactions (Ting-Toomey 2010). Born in Hong Kong, Stella Ting-Toomey (Ph.D., University of Washington) is a professor in the Department of Human Communication Studies, California State University at Fullerton. Being an author and scholar in the field of intercultural communication for over twenty years, Ting-Toomey is the leading researcher on “mindfulness” and “facework” in intercultural communication. The theory and its central issues such as face-saving, face-losing, and face-honoring “resonate with diverse ethnic groups and cultural groups on a global level,” as she says (Rinderle 2002). Currently, her research focuses on testing and fine-tuning the conflict face-negotiation theory and the cultural/ethnic identity negotiation theory. Back in the 1980s, the mainstream, Western-based interpersonal and workplace conflict research literature...
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...of George H. Mead (1934), Charles H. Cooley (1902), W. I. Thomas (1931), and other pragmatists associated, primarily, with the University of Chicago in the early twentieth century. The central theme of symbolic interactionism is that human life is lived in the symbolic domain. Symbols are culturally derived social objects having shared meanings that are created and maintained in social interaction. Through language and communication, symbols provide the means by which reality is constructed. Reality is primarily a social product, and all that is humanly consequential—self, mind, society, culture—emerges from and is dependent on symbolic interactions for its existence. Even the physical environment is relevant to human conduct mainly as it is interpreted through symbolic systems. Importance of Meanings The label symbolic interactionism was coined by Herbert Blumer (1969), one of Mead's students. Blumer, who did much to shape this perspective, specified its three basic premises: (1) Humans act toward things on the basis of the meanings that things have for them; (2) the meanings of things derive from social interaction; and (3) these meanings are dependent on, and modified by, an interpretive process of the people who interact with one another. The focus here is on...
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...based on Forest Sawmill Limited. Two groups are participating in the simulation where one side is playing the manager role. We are taking part in Employment Relations Concerns. There are four issue occurred in the case scenario for an instant, minimum wage and long hours working for young staff, lower wage, safety committee and employees best interest at heart, the company’s financial performance and had some suggestions for improving. This issue will be discussing in this portfolio later. So for now, we will start with the preparation before the simulation. We are planning on how to implemented a problem solving, we decided to use positional negotiation which are win – lose strategy “The party who initiates the conflict being satisfied and other dissatisfied” (Dwyer, J 2009, p51). The reason we chose to use positional negotiation because Ed, the character demonstrates in the scenario are more self-centred, does not share the same interest with employees and always initiates conflict where Ed is satisfied and others are dissatisfied. The case of scenario, we are intended to determine the problem on the basis of bargaining behaviour where “the aim is to encourage behaviour focused on collaborative problem solving” (Rasmussen, E., 2009, p511). According to the issues of planning process to focus about how Ed can benefit for the most taking by advantage on each problem from employment. The employment young staff youth rates; we think Ed is giving the young staff for the working...
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... Political: Government institutions, political parties, and organizations Legal: Laws, courts, attorneys, and legal customs and practices Regulatory: Governmental and nongovernmental agencies Political Environment Nation-states and sovereignty: ①a country’s stage of development ②the political and economical system Political risk: The less developed a county, the greater the political risk. Dilution of equity control: Follow the law; leave the country; negotiate under the law; take preemptive action. Expropriation: The ultimate threat a government can pose Taxes: An Overview of International Business Negotiation Negotiation ->the action and the process of reaching an agreement by means of exchanging ideas with the intention of...
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..."Diplomatic negotiation consists of a process of communication between states seeking to arrive at a mutually acceptable outcome on some issue of shared concern."[p. 7] This process of communication can be profoundly affected by differing cultural conventions, norms, meanings, assumptions, ideals and perceptions. The problems of inter-cultural communication have received increased attention in recent years, and Cohen reviews briefly some of the main theorists working in this field. Cohen's own approach is to combine these theoretical frameworks with analyses of case studies, focusing particularly on cases of negotiation between Western and non-Western states. Cohen rejects the notion that a single international diplomatic culture has developed, which makes diplomats' native cultures largely irrelevant. He finds that seasoned diplomats reports that cultural differences have a significant impact. Theoretic studies show that culture plays a large role in shaping the individuals' character. This constitutive impact of culture cannot be erased by mere exposure to other cultures. Cohen draws primarily on Lorand Szalay's theory of inter-cultural communication. Szalay begins by distinguishing between the form and content of a message. The form of the message serves to encode its meaning. Understanding a message is a matter of the receiver correctly decoding it, so that the receiver's intention matches the sender's meaning. Szalay says, "Since the encoder and the decoder are two separate...
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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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...BUSINESS COMMUNICATION SECTION:-A Part One: 1.B 2.D 3.A 4. 5. 6.B 7.B 8.D 9.A 10.D Part Two: 1. Define Communication. How can you classify Communication? Ans: Communication is the process where the one person is expressing his or her idea and the other one is listening to the idea being expressed by the one who is talking. That is how you define communication. When this results to have an understanding to both of them, therefore there is already a communication. In other words, when a person is talking, the other person should listen so that he will understand to what the other person is talking about. When a person talks and nobody listens, then there is no communication happening because there is no understanding. The people just heard what the person in front of them is talking but they do not listen to it well that is why they do not understand about the topic. I will give you further examples for you to understand what communication is. There is a seminar for teachers at the school gym. All of the teachers of the school attended the seminar. Knowledgeable personnel were invited to talk in front of the teachers to discuss to them the new method of writing an effective lesson plan. While the personnel are talking in front, his audiences were not listening to him carefully. The teachers are not listening well. So, no communication is happening to the people in the gym. How will the teachers know the new method of writing an effective...
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...Negotiation Paper In the realm of argumentation and debate many debaters negotiate their point of views in front of people all the time. Debates are basically distributive bargaining situations where debaters utilize selective presentation to try and win their arguments. This paper will define what a distributive bargaining situation is and secondly, this written discourse will define the technique of selective presentation. Furthermore, this paper will also discuss the definition of power, and the role power plays in negotiation. To elaborate on distributive bargaining situations and the use of selective presentation, I will use two arguments from a debate between James Carville, Jr., a liberal political commentator and professor at Tulane University, and S.E. Cupp, a republican political commentator, writer, and Ivey League socialite. The arguments originally specified by the republican commentator S.E. Cupp, stated “President Obama did not received the same microscope treatment that President Bush received from the media, congress, and the Senate;” and “raising taxes will not create more jobs, cutting taxes will create more jobs because businesses are job creators.” These two arguments will be used to show how selective presentation is applied in intellectual distributive bargaining situations. Before I jump into the overall essence of this paper I would like to emphasize the race factors that come with the first argument that will be analyzed. Secondly, I...
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