Unit IV Assessment DBA 8758 Negotiations and Business Strategy

Unit IV Assessment DBA 8758 Negotiations and Business Strategy

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Unit 4 Assessment 1. What role does nonverbal communication play in negotiation? How does nonverbal behavior affect the resolution of conflicts and results? Nonverbal communication is related to a person’s overall body language. The way a person looks, is dressed or their demeanor can be used as a form of communication. People are able to communicate without words by using gestures, facial expressions or eye contact. Nonverbal communication plays a huge role in negotiation. If a person comes to a negotiation and they do not look clean or kempt, the other party may take it as the person does not want to be there or does not respect the position and maybe less likely to communicate effectively or will shut negotiations down. Another way nonverbal communication can affect negotiations is if one party says they agree with everything going on and then they are rolling their eyes and huffing and puffing, what they said does not match what they are actually doing. “The nonverbal must reinforce the message, not contradict it, “DeMarr & de Janasz, 2013, p. 161). In negotiation there has to be some form of trust and this cannot/will not happen if a party shows signs that they are not being truthful or they are being sarcastic. Nonverbal behavior can have a major affect in the resolution of conflicts because if a person’s nonverbal gestures are aggressive, this may make it hard to resolve the conflict and could actually make the situation worse. Reference DeMarr, B. J., & de Janasz, S. C. (2013). Negotiation and dispute resolution. Upper Saddle River, NJ: Prentice Hall 2. Pat is a passive communicator and uses passive negotiation strategies in all situations. This has
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