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Chapter 3 Communication in Negotiation

The document discusses effective negotiation skills. It lists the top 10 skills as problem analysis, preparation, active listening, emotional control, verbal communication, collaboration and teamwork, problem solving, decision making ability, interpersonal skills, and ethics and reliability. It then provides more details on each skill, emphasizing the importance of preparation, listening, maintaining emotional control, clear communication, and working as a team. The document also discusses improving communication and relationships through respect, rapport building, asking questions, and listening. It stresses the importance of self-motivation and maintaining a positive attitude.

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oh09612
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© © All Rights Reserved
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Download as PPTX, PDF, TXT or read online on Scribd
10 views

Chapter 3 Communication in Negotiation

The document discusses effective negotiation skills. It lists the top 10 skills as problem analysis, preparation, active listening, emotional control, verbal communication, collaboration and teamwork, problem solving, decision making ability, interpersonal skills, and ethics and reliability. It then provides more details on each skill, emphasizing the importance of preparation, listening, maintaining emotional control, clear communication, and working as a team. The document also discusses improving communication and relationships through respect, rapport building, asking questions, and listening. It stresses the importance of self-motivation and maintaining a positive attitude.

Uploaded by

oh09612
Copyright
© © All Rights Reserved
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Chapter Three

Communication In Negotiation
Top Ten Effective Negotiation
Skills
05 Verbal Communication.

04 Emotional Control.

03 Active Listening.

02 2- Preparation

01 1- Problem Analysis
Top Ten Effective Negotiation Skills
10 Ethics and Reliability

09 Interpersonal Skills

08 Decision Making Ability

07 Problem Solving.

06 Collaboration and
Teamwork
1. Problem Analysis

Effective negotiators must have the skills to


analyse a problem to determine the
interests of each party in the negotiation. A
detailed problem analysis identifies the
issue, the interested parties and the
outcome goals.
2- Preparation
Before entering a bargaining meeting, the skilled negotiator prepares for the
meeting. Preparation includes determining goals, areas for trade and
alternatives to the stated goals. In addition, negotiators study the history of
the relationship between the two parties and past negotiations to find areas
of agreement and common goals.
3- Active Listening
Negotiators have the skills to listen actively to the other party during the
debate. Active listening involves the ability to read body language as well as verbal
communication. It is important to listen to the other party to find areas for
compromise during the meeting. the skilled negotiator will spend more time
listening to the other party.
4- Emotional Control
It is vital that a negotiator have the ability to keep his emotions
in check during the negotiation. While a negotiation on
contentious issues can be frustrating, allowing emotions to take
control during the meeting can lead to unfavourable results.
5- Verbal Communication
Negotiators must have the ability to
communicate clearly and effectively to the
other side during the negotiation.
Misunderstandings can occur if the negotiator
does not state his case clearly.

During a bargaining meeting, an effective


negotiator must have the skills to state his
desired outcome as well as his reasoning.
6- Collaboration and Teamwork
Negotiation is not necessarily a one side against another arrangement. Effective negotiators must have the
skills to work together as a team and foster a collaborative atmosphere during negotiations. Those
involved in a negotiation on both sides of the issue must work together to reach an agreeable solution.
7- Problem Solving
Individuals with negotiation skills have the ability to seek a variety of solutions to
problems. Instead of focusing on his ultimate goal for the negotiation, the individual
with skills can focus on solving the problem, which may be a breakdown in
communication, to benefit both sides of the issue.
8- Decision Making Ability

Leaders with negotiation skills have


the ability to act decisively during a
negotiation. It may be necessary
during a bargaining arrangement to
agree to a compromise quickly to
end a stalemate.
9- Interpersonal Skills
The ability to understand self and other people in an organization to work co-operatively with them.
It includes:
1. Self awareness
2. Self Management
3. Social awareness Effective negotiators have the
4. Social skills interpersonal skills to maintain
a good working relationship
with those involved in the
negotiation. Negotiators with
patience and the ability to
persuade others can maintain a
positive atmosphere during a
difficult negotiation.
10- Ethics and Reliability
Ethical standards and reliability in an effective negotiator promote a trusting
environment for negotiations. Both sides in a negotiation must trust that the other
party will follow through on promises and agreements. A negotiator must have the skills
to execute on his promises after bargaining ends.
Role Play
Role Play
COMMUNICATION AND RELATIONSHIP ISSUES

 Communicate Clearly
Use simple language to reduce the risk of misunderstandings. Do not try to impress with
big words when common, everyday words will do. Do not use slang, abbreviations, or
jargon that your counterpart may not understand.

 Show respect
Treat your counterpart with respect. Listen to her without interruption. Do not use an
arrogant or condescending tone when speaking to her. Thank her for her time and input, and
recognize any contributions that she makes. If your counterpart is from another country or
culture, learn something about his values and customs. Ask questions that show a sincere
interest and desire to learn about him as an individual.
COMMUNICATION AND RELATIONSHIP ISSUES

 Create rapport
Rapport means putting another person at ease and making a real connection. You must aim for this right
from the beginning. Be polite, friendly, and welcoming. Make small talk. Use the person’s name. Smile. Offer
him a drink or do him a small favor. Set a friendly tone and establish a collaborative working dynamic.

Ask questions
Asking questions allows you to build rapport, gather information, confirm understanding, and control the
pace and direction of the negotiation. Ask a lot of questions, and listen to the answers.

Listen
Let your counterpart do most of the talking. The more he talks, the more information you learn. You already
know what you think — wouldn’t it be great to know what your counterpart thinks? Listening also shows that
you respect him and that you are interested in his views.
Steps for improving your communication and relationships

Make a strong first impression by projecting confidence,


competence, preparedness and professionalism.

Communicate clearly to reduce the risk of


misunderstandings.

Treat your counterpart with respect.


Be courteous and polite.

Pay attention
Steps for improving your communication and relationships

5 Separate personality issues from substantive ones

6 Avoid negative words and characterizations that could

7
harm the relationship.

Build trust to keep the

8
relationship strong.

Share
information
about interests
Gain Self-Motivation Through the Right Attitude
Motivation is one of the magic words of a successful negotiation. This leads directly to the following
question: What motivates you? Do you feel motivated when your manager recognizes your performance
and praises you? When a customer signs a big contract? Where do you get your personal motivation from?
Although the answers to these questions are as complex and varied as there are people in this world, there
is one thing in common:

Truly successful people are not motivated because they are motivated by others, but because they
motivate themselves and achieve excellence through it.

If things go well in life, there is no art to being motivated.


The art of motivation lies in setting it off in other situations
where recognition and praise do not come from the outside
and when negotiations do not go as you would like them.
Although to date no definitive instructions exist on how to achieve such a goal, there is
some basic knowledge that can be used to obtain a positive attitude.
1. Focus on strengths, not weaknesses.
2. Manage your emotions and avoid negative ideas
3. Visualize your success and embrace your victories

Successful negotiators are all basically positive. They are convinced that they can change everything for the
better. Where other people see problems, they sense opportunities. Even conflicts are accepted as an
opportunity for learning and growth.
CONCLUSION
• Make sure that your motivation, happiness and satisfaction does not depend on external circumstances, but
on your own attitude.

• The way you demonstrate your abilities and your behavior is entirely dependent on your attitude.

• Truly successful people are not motivated because they are motivated by others, but because they motivate
themselves and achieve excellence through this.

• Develop your own personal method of putting yourself in a positive mood before the meeting!

• Remember that it is not the negotiating situation that stresses you out, but your own attitudes and
thoughts. Work on this to make a positive impact.

• Please note how your attitude affects how you behave and what skills you bring to the negotiation. Check
your attitude. As a rule, see it as a self fulfilling prophecy that you always reap in practice what you sow.

• Do not wait for motivation from outside, but motivate yourself!

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