GSBS6100 : Negotiation conflict resolution : The Negotiation Process
Question:
2. Define the four fundamental relationship forms. Provide examples of these four forms.
3. Describe three aspects of messages that foster peripheral influence. Explain how these aspects affect communications.
4. Explain three ways an existing relationship changes negotiation dynamics.
Answer:
1. Explain the two types of trust and why trust is important in the negotiation process.
Two different types of trust in negotiation process are-
Knowledge based trust- It is a situation when one par
ty has sufficient information about the other party and it predicts the behavior of other party in advance.
Identification based relationship- This trust depends upon the values, desires and intentions of the other party and includes personalization of interest factor.
Trust is very important for healthy negotiation process because it is important to reach a deal in negotiation process and trust helps both the parties to have a good faith deal (Rayudu, 2010).
2. Define the four fundamental relationship forms. Provide examples of these four forms.
Communal sharing- This relationship refers to the relation related to community, kindness, collective identity and common groups. Examples are neighbors and families.
Authority ranking- It is a relationship between the people of different hierarchy and has different status. Examples are employees – boss and soldier- commander (Collins, 2009).
Equality matching- It is a relationship between distinct people but they are equal and do not possess different status. Example is classmates.
Market pricing- This relationship is based on valuation of different commodities and calculate cost/benefit ratios. Example is buyer- seller.
3. Describe three aspects of messages that foster peripheral influence. Explain how these aspects affect communications.
Message order- It refers to the placement of items in the message as the first and the last items are the most remembered ones.
Format- The format of message is very important because it shows some items less effective and some more effective.
Distractions- When people come to know that they are persuading towards a particular context, they start defending themselves. It results in counterarguments and attention gets dismissed (Susskind, 2015).
4. Explain three ways an existing relationship changes negotiation dynamics.
References:
Collins, S. (2009). Effective communication. London: Jessica Kingsley.
Rayudu, C. (2010). Communication. Mumbai [India]: Himalaya Pub. House.
Susskind, L. (2015). The Undecided Future of Negotiation Pedagogy: An Introduction. Negotiation Journal, 31(4), 461-464. doi: 10.1111/nejo.12129
Taylor, M. (2009). Negotiation. Oxford: Oxford University Press.
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