Podcast
Questions and Answers
What is typically communicated during negotiation?
What is typically communicated during negotiation?
Which of the following represents the 3 Vs of Communication according to Mehrabian?
Which of the following represents the 3 Vs of Communication according to Mehrabian?
What is an essential aspect of nonverbal communication?
What is an essential aspect of nonverbal communication?
Which communication channel is different in both place and time?
Which communication channel is different in both place and time?
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Which factor should be considered when selecting a communication channel?
Which factor should be considered when selecting a communication channel?
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What is a key characteristic of negotiation?
What is a key characteristic of negotiation?
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In integrative negotiation, what is the primary objective?
In integrative negotiation, what is the primary objective?
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Which skill is NOT included in the successfully negotiation involves skills?
Which skill is NOT included in the successfully negotiation involves skills?
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What is the role of communication in negotiation?
What is the role of communication in negotiation?
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What type of bargaining allows only one winner?
What type of bargaining allows only one winner?
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Which function of communication establishes contact?
Which function of communication establishes contact?
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Which aspect is managed in negotiation related to tangibles?
Which aspect is managed in negotiation related to tangibles?
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What must students do when using generative AI in assessed activities?
What must students do when using generative AI in assessed activities?
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What is the preferred communication channel for negotiation that allows for the observation of both verbal and non-verbal signals?
What is the preferred communication channel for negotiation that allows for the observation of both verbal and non-verbal signals?
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Which communication method is described as having the potential to reduce status roles and gender biases?
Which communication method is described as having the potential to reduce status roles and gender biases?
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What challenge is associated with using phone or video conferencing as an alternative to face-to-face communication?
What challenge is associated with using phone or video conferencing as an alternative to face-to-face communication?
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Which bias is characterized by a lack of rapport leading to negative assumptions about intentions?
Which bias is characterized by a lack of rapport leading to negative assumptions about intentions?
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What feature makes face-to-face communication advantageous for negotiations?
What feature makes face-to-face communication advantageous for negotiations?
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Which communication method is most likely to lead to successful relationship building during negotiations?
Which communication method is most likely to lead to successful relationship building during negotiations?
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What potential disadvantage does email communication pose during negotiations?
What potential disadvantage does email communication pose during negotiations?
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What is considered a key benefit of using video conferencing in negotiations?
What is considered a key benefit of using video conferencing in negotiations?
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What is an effective method to ensure proper understanding of a message during communication?
What is an effective method to ensure proper understanding of a message during communication?
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Which of the following best describes the perception process?
Which of the following best describes the perception process?
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What is stereotyping in the context of perceptual distortion?
What is stereotyping in the context of perceptual distortion?
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What does framing involve in communication?
What does framing involve in communication?
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Which term refers to the tendency to perceive only information that supports prior beliefs?
Which term refers to the tendency to perceive only information that supports prior beliefs?
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How can one improve their listening skills in communication?
How can one improve their listening skills in communication?
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What is the emotional aspect of perception often referred to in communication?
What is the emotional aspect of perception often referred to in communication?
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What is the term for assigning one's own feelings to others?
What is the term for assigning one's own feelings to others?
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What is the primary purpose of framing in negotiation?
What is the primary purpose of framing in negotiation?
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Which frame focuses on the relationship between parties in a conflict?
Which frame focuses on the relationship between parties in a conflict?
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What can mismatches in frames between negotiators lead to?
What can mismatches in frames between negotiators lead to?
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What type of frame is concerned with the results of a negotiation?
What type of frame is concerned with the results of a negotiation?
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Which frame is likely to focus on the historical context and reputation of the other party?
Which frame is likely to focus on the historical context and reputation of the other party?
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What does the loss/gain frame influence in negotiations?
What does the loss/gain frame influence in negotiations?
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When a negotiator operates under an outcome frame, what are they primarily focused on?
When a negotiator operates under an outcome frame, what are they primarily focused on?
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Which of the following is NOT a type of frame mentioned in the context of negotiation?
Which of the following is NOT a type of frame mentioned in the context of negotiation?
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Study Notes
Negotiation: a definition
- Negotiation is a decision-making process involving at least two parties.
- The purpose is to resolve conflicting interests.
Characteristics of Negotiation
- At least two parties are involved.
- There is a conflict of needs and desires.
- Negotiation is a choice.
- Compromise is not always necessary, a solution that satisfies both parties can be found.
Successful Negotiation Involves
- Skills: Listening, creativity, communication.
- Tangibles: Price, terms of the agreement.
- Intangibles: Personal values, emotions.
Distributive Bargaining vs Integrative Negotiation
- Distributive Bargaining: Zero-sum, one winner, focuses on claiming value.
- Integrative Negotiation: Mutual gains, both parties achieve goals, focuses on creating value.
- Most negotiations involve both claiming and creating value.
Communication as a Negotiation Tool
- Jakobson's Communication Model: Defines six functions of communication: emotive, referential, poetic, phatic, metalingual, and conative.
- Elements communicated in negotiation: Offers, counter-offers (with motives), alternatives (BATNA), desired outcomes, justifications for negative news, negotiation process information.
Communication in Negotiation
- Language: Logical level (proposals), pragmatic level (semantics, syntax, style).
- Nonverbal: Facial expressions, body language, tone of voice.
- 3 Vs of Communication: Verbal, visual, vocal.
Communication Channels
- PLACE/TIME Model: Same place/time, same place/different time, different place/same time, and different place/different time.
- Channel Richness and Social Cues: Face-to-face has the most social cues and richness, while email has the least.
- Face-to-face: Preferred for building rapport, trust, and reaching optimal outcomes.
- Phone and Video Conference: Alternatives to face-to-face, some social cues present, but informal communication may be lost.
- Email, Voicemail, Text Editing: Asynchronous communication, benefits include cost reduction, speed, and potential reduction of bias.
- Email Bias Risks: Temporal synchrony bias, burned bridge bias, squeaky wheel bias, and sinister attribution bias.
Improving Communication in Negotiation
- Focus on understanding the message, actively listening and observing, using questions, and restating to ensure understanding.
- Be culturally and profile-sensitive.
Perception, Cognition, and Emotion
- Perception: A sense-making process of stimulus, attention, recognition translation, and behavior.
- Perceptual Distortion: Stereotyping, halo effects, selective perception, and projection.
Framing in Negotiation
- Framing shapes our understanding and filters reality.
- Influences the definition of key issues and communication.
- Understanding each party's frame is essential for effective negotiation.
Types of Frames
- Substantive: Focus on the issue itself.
- Outcome: Focus on the desired result.
- Aspiration: Concerned with the relationship.
- Process: Concerned with how the negotiation is managed.
- Identity: Reinforces one's social, religious, or cultural identity.
- Characterisation: Shaped by experience and information about the other party.
- Loss/Gain: Optimistic or pessimistic perspective.
Framing in Negotiation
- Negotiators can use multiple frames.
- Mismatches in frames can lead to misunderstandings, conflict, and stalemate.
- Frames influence negotiation processes and outcomes.
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Description
Explore the fundamentals of negotiation with this quiz. Learn about the key characteristics, successful strategies, and the differences between distributive and integrative negotiation. Test your understanding of effective communication within the negotiation process.
