Industrial Relations

DIFFERENT APPROACHES TO NEGOTIATION

Paralanguage – is closely related to oral current growth and mood. A noised voice indicates anger, a soft voice the intention to placate.

Object language – this refers to the use of objects to enhance communication. Dress is particularly important here. Negotiators may choose to dress according to the impression they wish to set. The decision to wear a suit and tie may signal to the opposing team that a level of formality and seriousness is to be lent to the proceedings organizational culture right also be an important determination of a particular dress code. The communication process is fairly simple. It involves sending and passing on a message to a receiver who then in turn interprets the message and gives it a meaning. The receiver rights, in turn reverses this process by replying with his or her own message.

Organizational culture- comprises the values, norms and beliefs of its members. The organizations culture thus fundamentally impacts on the way which things are done. An organizations culture is communicated in a number of ways, its mission statement and vision provides the ability to held reward power, can also be the content of the negotiations parties come to the table to discuss ways and performance to improve productivity, for instance; Parties to the negotiating table may at any one time be switching between the form of power depending on the tone, content and context of the proceedings.

Communications process is equally vital to negotiations. The ability to present a case whereby, and in such a way that a common understanding is achieved is fundamentally to establishing a desired outcome. Communication comprises verbal communication and non-verbal communication even of these will be discussed in relations to their impact on the negotiation process.

Written communication- this consists of policy documents memorandums, letters which provides an important source of information during negotiations.

Oral...