Negotiation

Paper Summary:

This paper explains that negotiation, a special kind of communication, is a dynamic process of adjusting the agreement in which two or more participants are having a conflict of interest, animated by their own objectives. The author points out that different styles produce different sorts of benefit: When a skilled collaborative negotiator meets an unskilled competitive negotiator, then the collaborative processes will dominate the negotiations; but, when a skilled competitive negotiator meets with an unskilled collaborative negotiator, then it will be the competitive negotiator who dominates. The paper stresses that clever negotiators may have a battery of ploys and tactics which they use as devices to throw the other party off balance, but most of these devices are out of place in constructive negotiations, serving often as irritants and doing more harm than good. Figures and charts.

Table of Contents
Negotiation - Definition
Object of Negotiation
Characteristics
The Particularization of Participant's Roles
Communication in Small Groups
The Language in Transactions
Communication
Differences of Viewpoint in Communication
Barriers to Communication
Improving Communications during Negotiation
Different Styles of Negotiating
Task-Centered Versus People-Centered
Personal Flair Versus Systematized
Which Style Wins?
Negotiating Devices
Ploys
Traps
Framework of Negotiating Skills

From the Paper:

"Interpersonal communication has something specific. If someone wants to express outwardly a feeling or an idea wishing to give a message that contains it, first he must say it in verbal and non-verbal codes that can be understood. The talker will translate the selected codes for that he wants to express (words, gestures and voice tonality), by the actual situation and by the relation to the other person, and by emotional status. The ideas and the feelings are translated and this process is called codificationThe notes of interpersonal communication "meeting face to face": interpersonal communication involves a face to face meeting between two participants that excludes any type of communication that can be entitled "mediate"."

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• Essay # 84811 : "Communication and Negotiation"
• Term Paper # 124807 : "Conflict and Negotiation"

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