Chapter 1: Define the Art of Communication potx

Chapter 1
Define the Art of Communication

Outline

Introduction to the topic
•
Why negotiation skills are integral to
success
•
The importance of negotiations in
developing partnerships

Overview of the text chapters

Ride the Ride

Negotiations are as varied as roller-coasters

How to survive and prosper – using strategies,
tools & techniques will be explored in this
class

Changing Nature of Business Today

Intensifying competition

Increased knowledge & expertise among
business people

Changing expectations

Approach for Business Today

Various Descriptors
•
Strategic Alliances/Partnerships
•
Relationship Marketing

Characterized by:
•
Closer and more integrated ties between
organizations
•
Collaborative 2-way communication
•
More business with fewer suppliers

Skills necessary for business

“Key skills will be the ability to win friends
and influence people at a personal level, the
ability to structure partnerships, and the
ability to negotiate and to find compromises.
Business will be much more about finding the
right people in the right places and
negotiating the right deals.”
Charles Handy 2002

Negotiation Defined


Process involving interested parties who
•
Resolve disputes
•
Identify courses of action
•
Engage in bargaining for win/win outcomes
•
Involve individuals or groups

Is pervasive throughout one’s life

Focus of Text

How successful negotiation alliances are
formed

Emphasizes language and the talk of
negotiation

Engagement connotes the active nature of
negotiation begun with an invitation made by
interdependent parties to grapple with
shared concerns

Characteristics of a Skilled
Negotiator

Mindfulness – alert to subtle changes or

differences

Active and effective listener

Keen observer

Always prepared

Versatile and flexible in their communication
style

Overview of Text

Chapter 2 – Importance of versatility

Chapter 3 – Steps in the intelligence-gathering
stage of negotiation

Chapter 4 – Development of goals

Chapter 5 – Ethics in negotiations

Chapter 6 – Persuasion

Chapter 7 – Types of persuasion

Chapter 8 – Power

Chapter 9 – Conflict


Chapter 10 – Cross-cultural negotiation