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Communicating in Negotiation
- 1. / 281 Prepared by Naveed Yusuf MBA 2.5 NUML
- 2. / 28 Conflict and Negotiation Management Assignment Presented to : Dr Shahid Jan Presented by : Naveed Yusuf MBA-2.5 (3) Date : 23 November, 2018 Total Slides : 28 Total Time : 20 Min Approx 2 Prepared by Naveed Yusuf MBA 2.5 NUML
- 3. / 28 Sequence • Introduction of Book • Introduction of the Topic • Communication Process • Categories of Effective Communication – Listening – Speaking – Filtering – Watching - Body Language 3 Prepared by Naveed Yusuf MBA 2.5 NUML
- 4. / 28 Introduction of Book • Conflict Management A Practice Guide to Developing Negotiation Strategies • By Barbra A. Budjac Corvette 4 Cont’ Prepared by Naveed Yusuf MBA 2.5 NUML
- 5. / 28 Introduction of Book Chapter No Description 1 Defining Negotiation and it Component 2 Personality 3 Conflict 4 Negotiation Style 5 Key Negotiating Temperament 6 Communicating in Negotiation 7 A Note on Cultural and Gender Differences 8 Interest and Goal in Negotiation 9 Understanding The Importance Of Perception In Negotiation 10 Effect of Power in Negotiation 11 Asserting Yourself 12 Principles Oo Persuasion 13 Rules of Negotiation and Common Mistake 14 The Negotiation Process and Preparation 15 Alternative Styles, Strategies, and Techniques in Negotiation 16 Team Negotiation 17 Negotiation in Leadership and Public Relations 18 Third Part Intervention 19 Using Your Personal Negotiation Power 20 Post-negotiation Evaluation 5 Chapter No 6 Communicating in Negotiation Prepared by Naveed Yusuf MBA 2.5 NUML
- 6. / 28 Introduction to the Topic • Do you Communicate when you speak or make Noise? • Communication is essential for negotiating process • Right things in right way at right times and to hear • Communication is a two way process • Communication is defined as :- “Communication is the effective transfer of intended meaning” • If the transfer falls short of that, it is just Noise • Much Noise comes from interpersonal differences 6 Cont’ Prepared by Naveed Yusuf MBA 2.5 NUML
- 7. / 28 • Communication is easy with those who share traits and characteristics of personality, temperament and values • Difficult with misunderstanding and “Risk of Conflict” with those who differ from us • Principle of effective communication has four Categories:- – Listening – Speaking – Filtering – Watching 7 Introduction to the Topic Prepared by Naveed Yusuf MBA 2.5 NUML
- 8. / 28 The Communication Process • Process of Communication can be analyzed in steps – Source – Encoding – Channel – Decoding – Receiver • Source The person originating message • Encoding Structure it according to his / her understanding • Channel Medium to send the message • Decoding Interpretation and understanding of message • Receiver The person who receives the message • Feedback To ensure communication has occurred 8 Cont’ Berlo 1960 Prepared by Naveed Yusuf MBA 2.5 NUML
- 9. / 28 Communication Process 9 Encoding Decoding Channel Spoken/written words, Electronic media and body language Source Receiver Feedback Cont’ Prepared by Naveed Yusuf MBA 2.5 NUML
- 10. / 28 • Noise can occur at any step even in feed back • Communication is difficult specially when more people are evolved – more complexities and noise • Face to face communication is the richest – Immediate feedback – Body language present • Telephonic communication body language is not available • Written communication must be taken with care – To avoid unintended offence – To avoid unintended meaning 10 The Communication Process Prepared by Naveed Yusuf MBA 2.5 NUML
- 11. / 28 Listening • Good negotiators or communicators are good listeners • Extroverts usually have difficulty in listening • Introverts are naturally quite listeners • All negotiators should follow rules of Listening 11 Prepared by Naveed Yusuf MBA 2.5 NUML
- 12. / 28 Rules of Effective Listening in Negotiation • Talk less and listen more • Seek new information • Do not stop listening before the other person finishes because you think you know what he or she is going to say • Do not stop listening in order to remember what you want to say next • Do not assume that you know what the other person means • Do not interrupt • If you do not understand, say so • Show interest. Lean forward, nod or smile 12 Prepared by Naveed Yusuf MBA 2.5 NUML
- 13. / 28 Rules of Effective Speaking in Negotiation • Do not answer an question if you are not prepared • Do not answer a question that was not asked, unless you are sure that it will aid the process of mutual understanding • Do not be afraid to answer a question with a question • Do not answer a question if the time timing does not suit your strategy, but promise to answer it later • Do not ask a question that will trigger the reciprocal question back to you if you are not ready or prepared to answer it • After you ask a question, stop, close your mouth, and open your ears so that the person can answer and you can hear 13 Prepared by Naveed Yusuf MBA 2.5 NUML
- 14. / 28 Rules of Effective Speaking in Negotiation • Occasionally ask a question to which you already know the answer in order to test the others veracity • Restate or summarize what you understood the other person to say • State your understanding and appreciation for the others position • Do not be offensive or rude • Until you are ready to agree, use conditional statements and hypothetical • Do not say things to show off • Do not be afraid of appearing stupid • Do not be afraid to be silent 14 Prepared by Naveed Yusuf MBA 2.5 NUML
- 15. / 28 Filtering • Filtering means :- Knowing who you are and what type of personality the person has with whom you are dealing • One must be aware of his or her own internal editing, recognize clues, and relate transmissions • We project our characteristics onto others • Filtering removes the debris of our automatic editing • Two basic rules of filtering – Know your prejudices, biases, and tendencies and allow for them – Listen and speak to the other in his or her language • Failure of filtering is the major cause of breakdown of negotiation process 15 Cont’ Prepared by Naveed Yusuf MBA 2.5 NUML
- 16. / 28 Example of Filtering Skill Building Example No 1 • I am an introvert. I get angry when someone states the obvious or repeats what has already been said. I need to be patient when negotiating with people who do this, because they are not intended to annoy me. They are different from me. 16 Cont’ Prepared by Naveed Yusuf MBA 2.5 NUML
- 17. / 28 Example of Filtering Skill Building Example No 2 • I am a sensor. I must replace the word “you” with “I”. Rather than saying “your numbers are wrong”, I must say “I looked at it differently” 17 Prepared by Naveed Yusuf MBA 2.5 NUML
- 18. / 28 Watching • Watching means :- Paying attention to nonverbal clues • Our behavior, feeling, emotions moves us to actions • Kinesics is the term used to refer to study of nonverbal communication in human interfaces • It is possible to obtain information from observing Body Language • Behavior of others can be observed by :- – Body language that conflict with the verbal message – Changes in behavior relative to the situation 18 Prepared by Naveed Yusuf MBA 2.5 NUML
- 19. / 28 Watching • Body Language : Examples 19 Action Indications Tone of voice, tension in facial muscles, clinched teeth, dilated pupils etc Anxiety and/ or anger Eyebrows Surprise and puzzlement Single head nod Indicates permission to continue talk Multiple head nods Indicates desire to speak Shifting eye Indicate submissiveness Looking left while telling a story Indicates deception Rapid or excessive blinking of eye Indicates person is uncomfortable, exaggerating, tense, lying or very alert Cont’ Prepared by Naveed Yusuf MBA 2.5 NUML
- 20. / 28 Watching • Body Language : Examples 20 Action Indications Placing hand over the mouth Fear or deception Shaking head” No” while saying “Yes” Deception or non commitment Stroking the chin or placing the knuckles under chin Indicates interest When man brings his hand to his chest Openness and sincerity When women brings her hand to his chest Indicates shock Wringing or twisting of hands Indicates substantial frustration Steeping the fingers Indicates confidence Cont’ Prepared by Naveed Yusuf MBA 2.5 NUML
- 21. / 28 Watching : Body Language Illustrations 21 Cont’ Prepared by Naveed Yusuf MBA 2.5 NUML
- 22. / 28 Watching : Body Language Illustrations 22 Cont’ Prepared by Naveed Yusuf MBA 2.5 NUML
- 23. / 28 Watching : Body Language Illustrations 23 Cont’ Prepared by Naveed Yusuf MBA 2.5 NUML
- 24. / 28 Watching : Body Language Illustrations 24 Cont’ Prepared by Naveed Yusuf MBA 2.5 NUML
- 25. / 28 Watching : Body Language Illustrations 25 Cont’ Prepared by Naveed Yusuf MBA 2.5 NUML
- 26. / 28 Electronics Communications • Electronics communication is becoming important like :- • Use of all capital letters indicate shouting • :-) Smile • :-( Frown (sad, angry) • ;) Wink • <g> Grin • ;-@ Yell • ;-D Shock • ;-e Disappointment 26 Prepared by Naveed Yusuf MBA 2.5 NUML
- 27. / 28 Thank you 27 Prepared by Naveed Yusuf MBA 2.5 NUML
- 28. / 2828 Prepared by Naveed Yusuf MBA 2.5 NUML