Of the Concepts and Theories of Communication and Negotiation

Introduction

Purpose of assignment

This assignment is about to synthesize communication and negotiation material presented in this unit. And demonstrate the practical application of the concepts and theories of communication and negotiation. Let communication and negotiation to solve the conflict to better.

Importance of communication

Possessing or developing the ability to communicate effectively with others is essential not only for your own success but also for the success of any organizations you work for, any groups you become part of, and any relationship you develop with people you come to know. (Gamble & Gamble, 2005, P5)

Negotiation definition

Negotiation is the process of making joint decisions when the parties involved have different preferences. Stated a bit differently, it is a way of reaching agreement when decisions involve more than one person or group. (John, Management, 1999, p342)

Literature Review

1. Negotiation

Categories of negotiation

In negotiation book, Getting to Yes, Roger Fisher, William Ury, and Patton compare three kinds of negotiation or bargaining: soft, hard, and principled. Like hard bargaining, soft bargaining involves the negotiation of positions, rather than interests. (Fisher and Ury, 1991, P13)

Soft negotiation

The soft approach tends to avoid conflicts at all costs. The style is to concede rather than hold out for better deals for oneself. Avoiding the common problems associated with bargaining over positions, the negotiators will take a “soft” approach: treating the participants as friends, seeking agreement at almost any cost, and offering concessions easily in the interests of preserving (or creating) a good relationship with the other side. Soft bargainers will trust the other side, and will be open and honest about their bottom line.

Hard negotiation

The hard approach sees every situation as a contest of will and a better deal is desired.

Hard bargainers, according to Fisher, Ury, and Patton, see...