Climate Framing Communicaton Alternatves Closure Modern Styles of Negotaton

Climate framing communicaton alternatves closure

This preview shows page 30 - 32 out of 53 pages.

Climate Framing Communicaton Alternatves Closure Modern Styles of Negotaton Face-to-Face negotaton - Direct negotaton can take the form of explicit face-to-face contact between partes who are negotatng Negotaton through internet - Many individuals communicate with partners, management or clients anywhere in the world by means of these applicatons Negotaton without direct contact - Takes place when we use representatves or have control over the media Negotaton in packages - A party is confronted with a standard contract which include payment system, penalty clauses, interest - You either take the whole package or leave it Fractoned negotaton - Based on the assumpton the power basis of the partes is equal - Agreements are reached on small sectons that slowly and progressively build towards on a fnal agreement The Process of Negotaton - The process usually starts with an objectve in mind, followed by meetng someone - In every meetng there is a climate which could have a determinant infuence on the process - The process will gather momentum when you frame your reason for the meetng or the data you are looking for - This could be followed by an exchange of informaton, the creaton of alternatves in seeking a soluton followed by closure The Basic Disciplines - These 5 core principles are found in every negotatng situaton and depending on how each is deployed singularly or in combinaton they will have a signifcant impact on the outcome P e rcept o n C om u icat o n rsu a s io rso l ity Pow r Downloaded by Shaun Mlangeni ([email protected]) lOMoARcPSD|3347332
Image of page 30

Subscribe to view the full document.

Negotaton and Decision-Making Process decisions - The skill of negotaton also involves giving people process choices - Their choice could be to use mediaton, arbitraton, facilitaton or another process that could help you reach your objectves People decisions - By sending the right people to certain kinds of talks, one can also confront the other side with choices that will suit your strategy Issue decisions - Negotaton is also about confrontng people with choices regarding issues, proposals, acton plans, alternatves, campaigns Mind-set decisions - Negotaton is also about choices of mind-set when you negotate - The ideal mind-set is ofen referred to as a win-win mindset Relatonship decisions - When negotatng with another party it is important that one realises the potental contnuous nature and future dependence on the other party for business or for whatever reasons Time and tming decisions - Time and tming is ofen forgoten as an important variable in negotaton - Sometmes the choice of tme could be crucial in the outcome of any discussion The price of tme - Time and tming are crucial variables in marketng, sales, producton and fnance - For many types of work, tme is of the essence Communicaton Decisions Diferent forms of communicaton are Downward communicaton - Normally takes the form of instructons, memos, commands, procedures and company publicatons Upward communicaton - Suggeston boxes, group meetngs, brainstorming sessions and grievance procedures Diagonal fow
Image of page 31
Image of page 32
  • Fall '18

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern

Ask Expert Tutors You can ask 0 bonus questions You can ask 0 questions (0 expire soon) You can ask 0 questions (will expire )
Answers in as fast as 15 minutes