Communication in negotiation process.ppt
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What changes in employment relationships are likely to occur as the population ages? 2. Do you think increasing age diversity will create new challenges for managers? What types of challenges do you expect will be most profound? 3. How can organizations cope with differences related to age discrimination in the workplace?
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Communication processes are critical for achieving negotiation goals and resolving conflicts. During negotiations, parties communicate offers, motives, alternatives, outcomes, and explanations. There are three key questions about communication: whether parties are consistent or adaptive, what is said early matters, and more information does not always mean better outcomes. People communicate through language, nonverbal cues, channel selection, and social cues conveyed. Techniques for improving communication include asking questions, listening, and role reversal to understand other perspectives. Special considerations at the close include avoiding mistakes by tracking expectations and lessons learned, and achieving closure while retaining important information.
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Communication processes are critical for achieving negotiation goals and resolving conflicts. During negotiations, parties communicate offers, motives, alternatives, outcomes, and explanations. There are three key questions about communication: whether parties are consistent or adaptive, what is said early matters, and more information does not always mean better outcomes. People communicate through language, nonverbal cues, channel selection, and social cues conveyed. Techniques for improving communication include asking questions, listening, and role reversal to understand other perspectives. Special considerations at the close include avoiding mistakes by tracking expectations and lessons learned, and achieving closure while retaining important information.
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Conflict may be defined as a:
"sharp disagreement or opposition" and includes "the perceived divergence of interest, or a belief that the parties' current aspirations cannot be achieved simultaneously"
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This document summarizes key topics in business communication including effective and ethical communication, professionalism in the workplace, intercultural business communication, writing tips, electronic messages and digital media, positive and negative messages, business presentations, and business reports. It discusses concepts such as the communication flow in organizations, developing trust and sharing ideas, team communication techniques, and ensuring ethical behavior in business.
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Communication Principles for Group MembersChapter 3Copyright
Communication Principles for Group Members
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Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.
Preview
Communication: What’s That
Listening: Receiving, Interpreting, and Responding to Messages from Other Group Members
Communication Principles and Technology
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.
Communication: What’s That
Communication is the transactional process of simultaneously creating, interpreting, and negotiating shared meaning through interaction
Symbolic (an arbitrary stand-in)
Personal (meaning is in people)
Transactional (simultaneously creating mutual understanding)
Group members are all responsible
Involves content (what) and relational (how) dimensions
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.
There are five major characteristics to this seemingly simple definition:
Communication is symbolic. A symbol is anything that arbitrarily stands for something else
Abstract and arbitrary representations
Take a variety of forms, words are most common
Communication is personal, which means that meanings are in people, not in words
CD: Does the phrase, “I love you,” or the word “commitment” mean the same thing to each relational partner that uses the phrase or word? What about the word, “deadline”?
Communication is a transactional process, not a thing or state
Communicating is multidirectional
Group members must work together toward mutual understanding
Meanings are conceived or created in context between persons
Shared meaning is the responsibility of all members.
NCA Credo states that all members must accept responsibility for short and long term consequences of their communicative actions
If you fail to mention that you don’t understand, it is not the other person’s fault, but your own.
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Listening is a complex process involving perceiving, interpreting, and responding to messages
Group members can take steps to become effective listeners
Identify individual preferences
Guard against bad habits
Improve behavior
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.
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By the end of this presentation, you will :
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- Definitions of communication from different sources that see it as the transfer of meaning between senders and receivers.
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Communication Principles for Group MembersChapter 3Copyright
Communication Principles for Group Members
Chapter 3
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.
Preview
Communication: What’s That
Listening: Receiving, Interpreting, and Responding to Messages from Other Group Members
Communication Principles and Technology
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.
Communication: What’s That
Communication is the transactional process of simultaneously creating, interpreting, and negotiating shared meaning through interaction
Symbolic (an arbitrary stand-in)
Personal (meaning is in people)
Transactional (simultaneously creating mutual understanding)
Group members are all responsible
Involves content (what) and relational (how) dimensions
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.
There are five major characteristics to this seemingly simple definition:
Communication is symbolic. A symbol is anything that arbitrarily stands for something else
Abstract and arbitrary representations
Take a variety of forms, words are most common
Communication is personal, which means that meanings are in people, not in words
CD: Does the phrase, “I love you,” or the word “commitment” mean the same thing to each relational partner that uses the phrase or word? What about the word, “deadline”?
Communication is a transactional process, not a thing or state
Communicating is multidirectional
Group members must work together toward mutual understanding
Meanings are conceived or created in context between persons
Shared meaning is the responsibility of all members.
NCA Credo states that all members must accept responsibility for short and long term consequences of their communicative actions
If you fail to mention that you don’t understand, it is not the other person’s fault, but your own.
All messages involve content and relational dimensions
1. Content dimension defined: The ideas (or “what”) of a message
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3
Listening: Receiving, Interpreting, and Responding to Messages from Other Group Members
Listening is a complex process involving perceiving, interpreting, and responding to messages
Group members can take steps to become effective listeners
Identify individual preferences
Guard against bad habits
Improve behavior
Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.
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Communication is important for managers as everything they do involves communication. There are many barriers to effective communication, including differing frames of reference, selective listening, and distrust. The communication process involves encoding a message, transmitting it, receiving it, and providing feedback. To communicate effectively, one should avoid barriers, send clear messages, actively listen, understand nonverbal cues, and adapt to different communication styles.
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Communication is important for managers as everything they do involves communication. There are many barriers to effective communication, including differing frames of reference, selective listening, and distrust. The communication process involves encoding a message, transmitting it, receiving it, and providing feedback. To communicate effectively, one should avoid barriers, send clear messages, actively listen, understand nonverbal cues, and adapt to different communication styles.
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Describe and distinguish between various communication methods for delivering information and messages in a variety of
situations across all levels of the organization.
The #DROOS_FLGAWDA channel is dedicated to providing scientific content that effectively contributes to building knowledge among interested and quality workers as well as manufacturers and service providers so that they can achieve their products better, faster and at the lowest cost.
Simply channel #DROOS_FLGAWDA... will change your life for the better
JOIN-US FOR FREE
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company law.pdf
This document provides an overview of companies and company law in India. It discusses the legislative backdrop of the Companies Act 1956 and key definitions. It describes the features of a company including registration, separate legal entity status, and limited liability. It also covers topics like types of companies, share capital, kinds of shares, debentures, meetings, and winding up of companies. Toward the end, it lists some of the largest public company bankruptcies that occurred in 2002 in the US.
LPG.pdf
The document discusses India's transition to the LPG (Liberalization, Privatization, Globalization) model of economic reforms in the early 1990s. It provides background on the economic challenges facing India at the time like high fiscal deficits and inflation. It then defines the three pillars of the LPG model - liberalization involved reducing restrictions on trade and business; privatization referred to selling state-owned enterprises to private owners; and globalization encouraged greater international integration and foreign investment. The document outlines some impacts and debates around India's adoption of the LPG model.
Negotiable Instrument.pptx
The document summarizes key aspects of negotiable instruments under the Negotiable Instruments Act of 1881 in India. It defines negotiable instruments as signed documents that promise a sum for payment. The three main types of negotiable instruments are promissory notes, bills of exchange, and cheques. Promissory notes contain an unconditional promise by the maker to pay a sum to the payee. Bills of exchange contain an order by the drawer directing the drawee to pay a sum to the payee. Cheques are a type of bill of exchange that is always drawn on a specified banker and payable on demand. The document outlines features and examples of each type of instrument. It also discusses parties to the instruments and distingu
CONSUMER PROTECTION ACT.pptx
This document provides information about the Consumer Protection Act 1986. Some key points:
- The Act was enacted to better protect consumer interests and applies to all of India except Jammu and Kashmir.
- A consumer is defined as any person who buys goods or avails services for consideration. Consideration can be fully or partially paid or promised.
- Goods or services bought for resale or commercial purposes are excluded from the definition of a consumer.
- The hierarchy of consumer forums is District Forum, State Commission, National Commission, and Supreme Court.
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- Timelines are
Business_Environment.pptx
The document discusses the business environment and its components. It defines the business environment as consisting of internal and external factors that influence a company.
The internal environment includes factors within a company's control like its values, management structure, and human resources. The external environment comprises the macroenvironment of demographic, economic, technological and other societal forces, as well as the microenvironment of customers, competitors, suppliers, and other organizations in direct contact with the company.
Understanding the business environment is important for companies to identify opportunities and threats, direct growth, and meet competition. Firms must monitor changes in the various environmental factors to adapt their strategies accordingly.
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Communication in negotiation process.ppt
- 2. Communication in Negotiation Communication processes, both verbal and nonverbal, are critical to achieving negotiation goals and to resolving conflicts.
- 3. What is Communicated during Negotiation? Offers, counteroffers, and motives Information about alternatives Information about outcomes Communication about process
- 4. Communication in Negotiation: Three Key Questions Are negotiators consistent or adaptive? Does it matter what is said early in the process? Is more information always better?
- 5. How People Communicate in Negotiation Use of language operates at two levels: Logical level (proposals, offers) Pragmatic level (semantics, syntax, style) Use of nonverbal communication Making eye contact Adjusting body position Nonverbally encouraging or discouraging what the other says
- 6. How People Communicate in Negotiation Selection of a communication channel Communication is experienced differently when it occurs through different channels People negotiate through a variety of communication media – Social bandwidth distinguishes one communication channel from another.
- 7. How to Improve Communication in Negotiation Three main techniques: 1. The use of questions 2. Listening 3. Role reversal
- 8. How to Improve Communication in Negotiation Use of questions: two basic categories Manageable questions cause attention or prepare the other person’s thinking for further questions: “May I ask you a question?” getting information “How much will this cost?” generating thoughts “Do you have any suggestions for improving this?” 6-8
- 9. How to Improve Communication in Negotiation Use of questions: two basic categories Unmanageable questions cause difficulty “Where did you get that dumb idea?” give information “Didn’t you know we couldn’t afford this?” bring the discussion to a false conclusion “Don’t you think we have talked about this enough?” 6-9
- 10. How to Improve Communication in Negotiation Listening: three major forms 1. Passive listening: Receiving the message while providing no feedback to the sender 2. Acknowledgment: Receivers nod their heads, maintain eye contact, or interject responses 3. Active listening: Receivers restate or paraphrase the sender’s message in their own language 6-10
- 11. How to Improve Communication in Negotiation Role reversal Negotiators understand the other party’s positions by actively arguing these positions until the other party is convinced that he or she is understood Impact and success of the role-reversal technique 6-11
- 12. Special Communication Considerations at the Close of Negotiations Avoiding fatal mistakes Keeping track of what you expect to happen Systematically guarding yourself against self-serving expectations Reviewing the lessons from feedback for similar decisions in the future Achieving closure Avoid surrendering important information needlessly Refrain from making “dumb remarks” 6-12